Skill · Communication fundamentals
Active listening
Hear a buyer once - then prove you understood what mattered.
Foundation habitUnderpins every stage skill
Why this skill exists
If you did not hear them, nothing else works.
Discovery, objection handling, and closing all fail if the rep was composing their next line instead of listening. Everything downstream depends on what actually landed.
What reps practise
Attention, retention, and proof you understood.
Hold what was said
Stay with the buyer's words instead of drafting the next line while they are still talking.
When it matters
Every customer-facing role.
Newer reps
Build the base before stage skills
All sellers
When discovery falls apart mid-call
Continuous improvement
Listening never graduates forever
Prove you heard what mattered.
How you say it is the next craft.