Sales
Listen Like You Mean It
Ridhwik
Listening gets praised more than it gets taught. This goal treats it as timeable behavior: let the customer finish, hold a two to four second pause instead of filling it, reflect a concern in their own words, and say an assumption out loud so they can correct it. It also covers the two customers where more silence makes things worse: the one who talks for the whole call, and the one whose quiet is embarrassment about money.
5 sessions · 3h 35m
Free
This Goal only
Recommended
$20/mo
Subscribe, 10 hours a month
Your learning path
Skills you will learn
Waiting a Beat to Hear the Whole Sentence
The learner discovers how to resist the urge to jump in early during buyer objections. They practice holding a silent count after a customer trails off and taking the 'we manage' response at face value once before investigating the underlying cost.
Navigating Silence After Price and Concerns
The learner masters holding a two-to-four-second silence after discussing commercial terms. They learn to distinguish between arithmetic silence and embarrassment silence and apply the correct break-tactic.
Redirecting Over Talkers and Handling Group Dynamics
The learner practices active steering to prevent unproductive, warm calls that lack commitments or data. They learn how to interrupt politely by naming the interruption and redirecting with closed questions, as well as handling two buyers with differing priorities.
Reflecting Concerns in the Customer's Own Words
The learner practices reflecting emotional or painful vocabulary back to the buyer without translation. They learn to avoid corporate synonyms that distance the customer from their own stated problems.
Checking Assumptions and Testing Your Playback
The learner applies the entire listening framework by summarizing customer drivers and calling out conflicting priorities directly. They learn how to use correction handles so that buyers refine details before a proposal is drafted.
How goals work
Four steps, one real shift.
Sales
Listen Like You Mean It
Ridhwik
Listening gets praised more than it gets taught. This goal treats it as timeable behavior: let the customer finish, hold a two to four second pause instead of filling it, reflect a concern in their own words, and say an assumption out loud so they can correct it. It also covers the two customers where more silence makes things worse: the one who talks for the whole call, and the one whose quiet is embarrassment about money.
5 sessions · 3h 35m
Free
This Goal only
Recommended
$20/mo
Subscribe, 10 hours a month