Mastering Active Listening Cues

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C-Leads: Multiple red flags, unlikely to convert, or very poor fit. Disqualify politely or place on a long-term nurture list if there's a distant future possibility. This helps focus your energy where it yields the highest return.
Developing Client Personas (Ideal and Non-Ideal):
Go beyond the basic ICP. Create detailed "personas" of your dream client (e.g., "Remodel Rebecca" who values design and quality, has a clear vision and budget) and your nightmare client (e.g., "Price-Haggling Pete" who shops purely on cost and is never satisfied). This helps you and your team quickly recognize characteristics during calls.

Beyond just not talking, active listening involves:

Verbal Nods: "Mm-hmm," "I see," "Okay," "Right."
Paraphrasing/Summarizing: "So, if I understand correctly, whatsapp number list you're looking for..." This shows you're engaged and ensures clarity.
Reflecting Feelings: "It sounds like that previous experience was quite frustrating for you." This builds empathy.
Strategic Use of Open-Ended vs. Closed-Ended Questions:

Open-Ended (What, How, Why, Tell me about...): Use these extensively during the discovery phase to encourage detailed responses.
Closed-Ended (Yes/No, Specific choice answers): Use these for confirming information ("So the budget is around $X?"), clarifying specifics, or guiding the conversation towards a decision ("Would Tuesday or Wednesday work better for a site visit?").