Asking alot of questions is one way to stay listening but what you say the rest of the time and the way you say it can also have help to keep someone talking. Body HITS These are things you can do with your posture and your voice to encourage your customers to keep talking and demonstrate that you really are listening to them. Your customer begins to answer. H ead nods and then slightly tilts, indicating interest. I nch forward and sit on the last 3 or 4 inches of your chair.
T ake written notes.
Write down the date, time, and place of the meeting, who was there, and what was said. These notes are evidence of what was agreed to. Subconsciously, they form a kind of understanding or quasi-contract between you and the prospect. S quare up in your chair with the prospect. This posture encourages further conversation and indicates interest.