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Listening isn’t just hearing what somebody is saying. It’s about taking in everything with your eyes, ears, and heart. The truly effective persuader knows how to observe the subtle signals given by their prospects. Body language, eye motions, and vocal tone give the best indication of what somebody is really thinking and feeling about your message. When persuading, stop and think: how can I better pay attention to what the prospect is truly saying? Watch your prospects eyes. When the pupils dilate, it means they are interested in what you are saying. If they give you steady eye contact, they’re interested. But lack of eye contact, fake smiles (where they eyes are not also engaged in the smile), and pupils that aren’t dilated are signs that you’re losing the prospect and that it’s time to switch gears.