In this episode of World Class Selling, Jason and Marissa explore Roy Chitwood’s powerful chapter, Let Your Prospect Talk. They break down why active listening is a core sales skill—often more persuasive than the perfect pitch. The conversation delves into what it truly means to listen well, encompassing the use of verbal cues, reading body language, asking thoughtful follow-ups, and creating space for the prospect to share. Marissa and Jason discuss how likability is built through listening, not talking, and how that likability often makes the difference in a buying decision. With examples from the field and real-life stories, they illustrate how tuning into your prospect’s concerns leads to better rapport, stronger trust, and more closed deals. Whether you’re early in your sales career or looking to level up, this episode is a masterclass in one deceptively simple principle: people buy from people they like—and people like those who truly listen.

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