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Podcast: Real Relationships Real Revenue - Audio Edition | Invest in Relationships to Build Your Business and Your Career
Episode: Why Listening and Learning is Key for Closing Deals
Description: There is a triple-win when asking good questions. A person's pleasure center in the brain lights up when people offer self-disclosing information. You learn your prospect's priorities in their words. This would be impossible if you didn't begin by listening to them talk. Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk. Great questions could look like: "If you could wave a magic wand and change your organization, what kinds of changes would happen?," "If one of your metrics could meaningfully move, which...