In this episode, St John Craner, connects the two important elements of The Art of the Sales Conversation, that of listening, and then asking the right questions at the right time and in the right way.
He says "I think it's really important that if you want to succeed in sales, you need to be a student of psychology. You need to get curious and study the basic laws of human nature and behavior. Psychology is a rural sales superpower; of that I'm absolutely convinced"
"There are three magic words that you should always say in your conversations, if you want the conversation to keep going. They are 'Tell me more'. ."