Active Listening 2.0: Overcoming Stalls and Objections by Asking the Right Questions at the Right Time

by Steve Trang

For most of the twentieth century, salespeople were the gatekeepers of data. In order for a prospect to learn more about a product, they had to reach out to the company, and then the salesperson would reach out to the prospect. In modern times, prospects are more educated than ever. They can find out 90 percent or more about your product and industry before they ever have to talk to a salesperson. The best way to overcome this hurdle is to be a better listener than ever before. Your goal as a salesperson is to find out exactly what the prospect wants or needs and give them exactly that. You can’t do that if your listening skills are not on point. In this book, we give you the tools necessary to communicate even better with your prospects to figure out how you can serve your clients better than ever before.

90 pages, Paperback

Published January 7, 2021

Reviews

[Scott Morris · Rating 5 out of 5]

Great book with lots of practical advice

I've been following Steve for years now and have learned a lot from his podcast. I knew anything he lots his name on would provide value. His book is no exception. While it may he small, the book is full of useful information for those in sales. I highly recommend.

[Joenathon Jones · Rating 5 out of 5]

Great book for people just getting into sales as well as seasoned pros!

This book is a great primer of things to be aware of when you are speaking with a prospect. Steve brings up the most common situations you will come across and breaks down how to navigate them. This is a great read!

[Alison Taylor · Rating 3 out of 5]

Just OK

I thought this book would be full of useful tips and safe advice. The best part about it was that it was short and didn't cost much. There something better to read, keep looking.

[Vance Courtney · Rating 4 out of 5]

Great starting point, left me wanting more of Steve Trangs knowledge.