all ears
…well, mostly all ears.

“All too often, people fail to listen because they want their turn to speak and express themselves.”  

Beyond Reason: Using Emotions as You Negotiate. ~Roger Fisher and Daniel Shapiro, The Harvard Negotiation Project.

Listening is an active and intentional skill.

To be listened to at a deep level is to feel known and understood.  Feeling known and understood makes your prospects and clients feel more trusting and more secure.  Defensiveness and resistance begin to fade away.  Rapport is built.

Here are a few steps to move you towards active, intentional listening so that you can build trust and rapport with your prospect and clients.