The art of listening: your next question is often hiding inside the homeowner's last answer.
The definition
The art of listening: your next question is often hiding inside the homeowner's last answer. Most salespeople believe they are good listeners; most are really just waiting for the homeowner to stop talking so they can start selling again. There is a massive difference.
Ask what made them look into replacing the windows and hear “the biggest thing is my daughter's bedroom — it gets freezing in there” — then ask how long they have lived in the home, and you have walked directly past the sale. Inside this system, questioning and listening work together: you cannot become elite at Probing & Layering while focused on your next question instead of the answer you are currently receiving.
Where it lives: Advanced Selling Psychology; Step 3
Knowing what the art of listening means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.