Listening, one of the four elements of great dialogue (probing, responding, and alignment are the others) is considered a soft skill, which is ironic considering that it is one of the hardest things you will ever do.
If I were to invite you to a two-day listening seminar, most of you would opt for a slow, painful death. However, nothing is gained by probing and qualifying unless we have first learned how to listen effectively. You see, the best sales people aren’t smooth talkers; they are smooth listeners. Think about it. How much can you learn from what you are saying? Not much. But everything the client or candidate says is potentially valuable.