Dale Carnegie / Listening & sincere interest

SALESCOACH PRACTICE
In your next discovery call, ask one open question and two follow-ups based on the actual answers. Summarize the buyer’s priority and invite a correction before you describe your offer.

AI PROMPT
Review this permitted, anonymized call summary. Separate the buyer’s stated priorities from the seller’s interpretations. Identify unanswered questions and places where the seller changed the subject too quickly. Draft a short recap that invites correction. Cite the supporting note for each factual statement and do not infer emotions.

WHAT TO REVIEW
Record whether the buyer confirmed your summary, what they corrected, and how the information changed your recommendation. Avoid treating a fixed talk-to-listen ratio as proof of understanding.

Original SalesCoach exercise and prompt. Independent educational commentary.

Read the lesson: https://salescoach.cc/greats/dale-carnegie

SOURCES
Dale Carnegie: Principles To Live By
https://www.dalecarnegie.com/en/culture

Dale Carnegie: Closing the Sale by Building Customer Relationships
https://www.dalecarnegie.com/en/resources/closing-the-sale-by-building-customer-relationships