6. DON'T INTERRUPT. Nothing will turn a prospect off quicker than interrupting them. The same goes for finishing their sentences for them. Don't assume you know what they are going to say (even if you have to bite your lip to keep from doing it.) Jim also suggests that just because the person pauses, he or she is not necessarily through talking.
7. LISTEN FOR THE WHOLE IDEA OR COMPLETE PICTURE. Words alone are not necessarily conveying what your prospect fears or desires.
8. RESPOND (AS OPPOSED TO REACT) TO THE IDEAS- NOT TO THE PERSON. Don't allow yourself to become irritated or insulated. Objections and questions are not personal. Also, don't let a prospect's mannerisms, such as accent, distract you.
9. LISTEN BETWEEN THE LINES Often, what is not said by the prospect is just as important as what is said. Listen for overtones, doubts, concerns.
10. USE INTERJECTIONS. Show the customer you are listening by occasionally saying, "Uh-huh," "I understand what you're saying," "I see what you mean," or other fillers. Don't overdo it, though.