Jaime Anchondo

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A genuine interest and care in the prospect

I feel that a key ingredient in excellent listening is having a genuine interest in what your prospect is trying to convey to you. It is critical to the prospect that we truly do care about them and that they know this. It will make it that much easier to peel the layers to get to the real source of the pain. In other words, because they trust you, their defense mechanisms are down.

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