The Psychology of Listening

...the “greatest compliment one human being can pay another is to demonstrate that he was listening.”

Carl Rogers (1902-1987) was one of the world’s greatest psychologists and students of human communication. He famously said that the “greatest compliment one human being can pay another is to demonstrate that he was listening.”

When a sales professional takes the time to review with a customer his or her understanding of their needs, they are indeed paying a great compliment and differentiating themselves -- yet again -- from the competition, in an emphatic manner.

ACTION POINT: Differentiate yourself in an emphatic manner by listening intently.