The third and fourth points of being a good listener are to ask the customer questions for clarification, and paraphrase back to that person what he or she said. Ask indirect questions that will help the customer better define what they need. This questioning approach takes skill and practice. Don't propose questions that create a win-lose situation for the customer. By asking questions you as a sales person remain in control.
Questions do two things.
First, questions move the sale in the direction you want it to go. Second, questions offer a chance to make a sale. When meeting with customers, the object is to get them to talk and many times the best way to get them to do this is by asking them questions. Answer questions raised by the customer with questions that direct the discussion in the direction you want. Involve the customer with the merchandise in action, words, and participation in some part of the action.