Episode 2.3 Listen for What the Customer Really Means

In this episode of Selling That Solves Problems, Dr. Derek, Tina Green, and Carla Briggs explain why professional listening is central to needs discovery. Students learn how to ask follow-up and clarifying questions, paraphrase customer concerns, listen for decision criteria and hidden objections, use silence effectively, and avoid rushing into a pitch before understanding what the customer really means.