Active listening is simply the evidencing of the clear reception of the message you have heard from the prospect (sender), so that you can confirm or correct what you understood from him.
Within the sales process it is very important to keep asking questions or making statements that allow the prospect to comment further on your thoughts. Active listening increases the chances of closing the sale because the prospect perceives empathy on the part of the sales consultant.
Also defined as a communicative skill, this term is related to empathy, since it involves the perception of other people before the projection of their emotions, in this case verbal language, signs or gestures.
The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.