How to Listen to Your Prospects

James says that when someone is talking, these are some of the things that he thinks about. Get curious, find out why do they say that? What's the real story here? Next, do they ever not answer the question completely? James has a rule of life. He says, if someone doesn't answer the question, then he says, they're lying. If the conversation has really gone off the rails, help them steer back on track.