Active listening helps overcome communication problems associated with poor listening skills by:

		giving full attention to what other people are saying*
		making the other person feel cared about
		avoiding interruptions by asking no questions making the other person feel cared about
		taking time to quietly judge the points being made

In his sales presentation, Frank spoke at length about the higher production capacity of his company's equipment in comparison to what the prospective buyer was currently using. Which tactic in identifying the needs gap was Frank attempting to use? raising the buyer's perception of the desired state lowering the buyer's perception of the actual state raising the buyer's perception of the actual state lowering the buyer's perception of the desired state