In today's episode, you'll discover:

1. Why Active Listening earns its own dedicated step in the ESP (Easy Sales Process) — it's not a soft skill; it's the engine of the whole process.

2. The 70/30 ratio: what it actually sounds like on a real call, and the three listening traps that quietly flip the ratio in reverse.

3. A simple in-call technique — the Reflect-and-Confirm — that proves to your prospect you were actually listening, not just waiting for your turn.

To support these three takeaways, I chose a quote from Stephen R. Covey:

"Most people do not listen with the intent to understand; they listen with the intent to reply."

About Connie Whitman:

Connie has a high-energy, passionate, heart-centered, and enthusiastic approach to sales, teaching, and coaching. Connie Whitman has been the CEO of Changing the Sales Game for 25+ years, helping business owners, leaders, and sales teams build powerhouse organizations.

A three-time #1 International Best-Selling author of her book ESP (Easy Sales Process): 7-Steps to Sales Success, speaker, and podcast host, Connie's inspired teaching, transformational tools, and content ensure that business owners and salespeople grow their revenue streams by enhancing their communication skills.

How to Get in Touch with Connie Whitman:

Website: https://changingthesalesgame.com

Email: Connie@changingthesalesgame.com

Communication Style Assessment (CSA)™: https://www.assess.biz/assessments/assessment_entry.asp?m=1188&a=1177

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

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