When Selling, Double-Check Everything by Brian Tracy
Clear up every doubt. A key skill of listening is to question for clarification. The fact is that the prospect often says something that is subject to misinterpretation. Often it is vague or unclear, even to the prospect. Your basic operating principle should be that, if there is any doubt at all as to what the prospect needs, then you didn’t really understand.

How to build greater trust. When you question for clarification, you not only get an opportunity to listen more while the prospect is answering the question, you always assure that what the prospect says and what you heard are the same. Again, questioning for clarification slows the conversation down, increases the clarity of the communication and builds greater trust.

My favorite question. My favorite question in selling is, "How do you mean?" Or, "How do you mean, exactly?"

Use questions to take control.You can use this question after almost any statement by the prospect. It is an irresistible question and it is virtually impossible for a person to hear it without expanding on what they are thinking or what they previously said. Whenever you have any doubts at all, or whenever the prospect objects to any facet of your offering, simply pause, smile and ask, "How do you mean, exactly?"

Get complete clarification. Never assume that you know or understand before you have questioned and gotten accurate clarification of exactly what the prospect meant when he or she asked a question or offered an objection. Always ask, "How do you mean?"


Wisdom

“Follow your instincts. That’s where true wisdom manifests itself.” —Oprah Winfrey

“Wisdom is the quality that keeps you from getting into situations where you need it.” —Doug Larson

“It’s what you learn after you know it all that counts.” —John Wooden

“The time for extracting a lesson from history is ever at hand for those who are wise.” —Demosthenes

“By three methods we may learn wisdom: First, by reflection, which is noblest; Second, by imitation, which is easiest; and third by experience, which is the bitterest.” —Confucius

“It takes humility to seek feedback. It takes wisdom to understand it, analyze it, and appropriately act on it.” —Stephen R. Covey

“Every now and again take a good look at something not made with hands, a mountain, a star, the turn of a stream. There will come to you wisdom and patience and solace and, above all, the assurance that you are not alone in the world.” —Sidney Lovett

“Honesty is the first chapter in the Book of wisdom. Let it be our endeavor to merit the character of a just nation.” —Thomas Jefferson

“A loving heart is the truest wisdom.” —Charles Dickens

“Wisdom is not a product of schooling but of the life-long attempt to acquire it.” —Albert Einstein