Listen With Your Eyes

"When you listen, you do more than listen with your ears. If humanly possible, turn directly toward the person speaking and forget forms, data, product samples, or anything else. Look your prospect in the eye and watch for those nonverbal clues that give insights into the person speaking. Notice the gestures, the way the person sits or stands, the smile or frown -- anything and everything indicating the frame of mind at that particular moment. Listen to "the way" the person is speaking...

"Most important, do not interrupt, and never finish a phrase, thought, or sentence when your prospect pauses."
--excerpt from Ziglar on Selling, by Zig Ziglar