{"id":1625,"date":"2019-04-13T04:30:41","date_gmt":"2019-04-13T09:30:41","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=1625"},"modified":"2019-04-12T21:43:39","modified_gmt":"2019-04-13T02:43:39","slug":"sales-tip-84-listening-hearing-happy-ears-scott-ingram","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/","title":{"rendered":"Sales Tip 84: Listening, Hearing & Happy Ears – Scott Ingram"},"content":{"rendered":"

\"Scott<\/p>\n

\u201cToo often we\u2019re listening selectively for the areas where we know our particular solution fits, and we\u2019re listening to respond rather than really hearing what\u2019s going on and taking the time to really understand and ask good follow-up questions. In other words, we listen selfishly and not generously.\u201d \u2013 Scott Ingram in today\u2019s Tip 84<\/p>\n

What would you add?<\/strong><\/p>\n

Join the conversation below<\/a> and share your thoughts!<\/p>\n

Daily Sales Podcast<\/a>
\nSales Success Stories<\/a>
\nSales Success Summit<\/a>
\nSales Success Stories Book<\/a>
\nB2B Sales Mentors Book<\/a><\/p>\n

Transcript<\/h3>\n

You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. I ran across an article the other day that was talking about the difference between listening and hearing and it reminded me of some thoughts I\u2019d been meaning to share about the concept of Happy Ears. Unfortunately, I don\u2019t remember the source of the article. In general, though I think those of us in sales, and I\u2019m going to include myself in this assessment because I know I do it as well, we don\u2019t really do the best job of really hearing our clients and prospects. Too often we\u2019re listening selectively for the areas where we know our particular solution fits, and we\u2019re listening to respond rather than really hearing what\u2019s going on and taking the time to really understand and ask good follow-up questions. In other words, we listen selfishly and not generously. We also tend to listen optimistically. Probably because you pretty much have to be an optimist to survive in sales for very long. There just aren\u2019t many pessimists. Now there are a lot of really good salespeople who are paranoid, but that\u2019s different than pessimism. The problem with this optimistic listening is that we only hear the positive and often filter out the issues and challenges that are likely to drip us up as we get further into our deal cycle. We don\u2019t hear the things that we really need to hear and need to address. Instead what we hear is those things that are well aligned and where we can start talking again about how great we are. I think there\u2019s something about being in the heat of the moment with some of this stuff too. You\u2019ll notice if you listen to other people\u2019s sales calls that it\u2019s easier to hear some of these gaps and issues. I suspect this is one of the reasons why if you have a good sales manager they\u2019re often good at challenging you and asking the tough questions about your deal that you might not be asking yourself. I think this also comes with experience as well. The longer you play this game the more it slows down and the better you get at really starting to hear what\u2019s going on. The biggest risk if you take this a little bit further is this idea of happy ears. That\u2019s what happens when you only hear the positive and the things you want to hear and come away feeling like you\u2019ve got a deal in the bag. This is super dangerous. These are often the deals that stall, or that you lose to the status quo. Having happy ears will really mess up your forecast and your ability to properly set expectations and hamper your own ability to know where you have work to do and gaps to address. The solution to all of this isn\u2019t easy and it takes practice. Probably years of practice, heck I\u2019m still working on it myself:<\/p>\n

\u2022Slow down<\/strong>
\n\u2022Be patient<\/strong>
\n\u2022Leave longer gaps of silence before you jump in to fill it or immediately start pitching<\/strong>
\n\u2022Ask one more question<\/strong>
\n\u2022Sit in on more of your peer\u2019s sales calls just to listen<\/strong>
\n\u2022Record some of your own calls and go back and listen to them<\/strong>
\n\u2022Be a little more paranoid<\/strong><\/p>\n

What would you add? I\u2019d love to hear your thoughts on this. Especially from the sales managers who are listening who have effectively helped coach their reps through having happy ears. Join the conversation at DailySales.Tips\/84<\/a><\/p>\n

Then come back tomorrow when I\u2019ll be finished with my piece on Reach vs. Relationships on LinkedIn. I can\u2019t wait to hear what you think.<\/p>\n

Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

\u201cToo often we\u2019re listening selectively for the areas where we know our particular solution fits, and we\u2019re listening to respond rather than really hearing what\u2019s going on and taking the time to really understand and ask good follow-up questions. In other words, we listen selfishly and not generously.\u201d \u2013 Scott Ingram in today\u2019s Tip 84…<\/p>\n","protected":false},"author":2,"featured_media":1141,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-1625","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"\nSales Tip 84: Listening, Hearing & Happy Ears - Scott Ingram - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 84: Listening, Hearing & Happy Ears - Scott Ingram - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"\u201cToo often we\u2019re listening selectively for the areas where we know our particular solution fits, and we\u2019re listening to respond rather than really hearing what\u2019s going on and taking the time to really understand and ask good follow-up questions. In other words, we listen selfishly and not generously.\u201d \u2013 Scott Ingram in today\u2019s Tip 84...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/\" \/>\n<meta property=\"og:site_name\" content=\"Daily Sales Tips\" \/>\n<meta property=\"article:published_time\" content=\"2019-04-13T09:30:41+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"720\" \/>\n\t<meta property=\"og:image:height\" content=\"720\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Scott Ingram\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ScottIngram\" \/>\n<meta name=\"twitter:site\" content=\"@DailySales_Tips\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Scott Ingram\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/\"},\"author\":{\"name\":\"Scott Ingram\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#\\\/schema\\\/person\\\/269f371a9450426541cdda80397a8548\"},\"headline\":\"Sales Tip 84: Listening, Hearing & Happy Ears – Scott Ingram\",\"datePublished\":\"2019-04-13T09:30:41+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/\"},\"wordCount\":738,\"commentCount\":0,\"image\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2018\\\/10\\\/Web-sqScott_Ingram-0030-Edit.jpg\",\"articleSection\":[\"Daily Sales Tips\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/\",\"name\":\"Sales Tip 84: Listening, Hearing & Happy Ears - Scott Ingram - Daily Sales Tips\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2018\\\/10\\\/Web-sqScott_Ingram-0030-Edit.jpg\",\"datePublished\":\"2019-04-13T09:30:41+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#\\\/schema\\\/person\\\/269f371a9450426541cdda80397a8548\"},\"breadcrumb\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#primaryimage\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2018\\\/10\\\/Web-sqScott_Ingram-0030-Edit.jpg\",\"contentUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2018\\\/10\\\/Web-sqScott_Ingram-0030-Edit.jpg\",\"width\":720,\"height\":720,\"caption\":\"Scott Ingram\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Tip 84: Listening, Hearing & Happy Ears – Scott Ingram\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#website\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/\",\"name\":\"Daily Sales Tips\",\"description\":\"A Daily Podcast and Blog for B2B Sales Professionals\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#\\\/schema\\\/person\\\/269f371a9450426541cdda80397a8548\",\"name\":\"Scott Ingram\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"caption\":\"Scott Ingram\"},\"sameAs\":[\"https:\\\/\\\/top1.fm\",\"https:\\\/\\\/x.com\\\/ScottIngram\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Tip 84: Listening, Hearing & Happy Ears - Scott Ingram - Daily Sales Tips","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/","og_locale":"en_US","og_type":"article","og_title":"Sales Tip 84: Listening, Hearing & Happy Ears - Scott Ingram - Daily Sales Tips","og_description":"\u201cToo often we\u2019re listening selectively for the areas where we know our particular solution fits, and we\u2019re listening to respond rather than really hearing what\u2019s going on and taking the time to really understand and ask good follow-up questions. In other words, we listen selfishly and not generously.\u201d \u2013 Scott Ingram in today\u2019s Tip 84...","og_url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/","og_site_name":"Daily Sales Tips","article_published_time":"2019-04-13T09:30:41+00:00","og_image":[{"width":720,"height":720,"url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg","type":"image\/jpeg"}],"author":"Scott Ingram","twitter_card":"summary_large_image","twitter_creator":"@ScottIngram","twitter_site":"@DailySales_Tips","twitter_misc":{"Written by":"Scott Ingram","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#article","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/"},"author":{"name":"Scott Ingram","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548"},"headline":"Sales Tip 84: Listening, Hearing & Happy Ears – Scott Ingram","datePublished":"2019-04-13T09:30:41+00:00","mainEntityOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/"},"wordCount":738,"commentCount":0,"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#primaryimage"},"thumbnailUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg","articleSection":["Daily Sales Tips"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/","url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/","name":"Sales Tip 84: Listening, Hearing & Happy Ears - Scott Ingram - Daily Sales Tips","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#website"},"primaryImageOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#primaryimage"},"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#primaryimage"},"thumbnailUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg","datePublished":"2019-04-13T09:30:41+00:00","author":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548"},"breadcrumb":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#primaryimage","url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg","contentUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2018\/10\/Web-sqScott_Ingram-0030-Edit.jpg","width":720,"height":720,"caption":"Scott Ingram"},{"@type":"BreadcrumbList","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-84-listening-hearing-happy-ears-scott-ingram\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/top1.fm\/DailySalesTips\/"},{"@type":"ListItem","position":2,"name":"Sales Tip 84: Listening, Hearing & Happy Ears – Scott Ingram"}]},{"@type":"WebSite","@id":"https:\/\/top1.fm\/DailySalesTips\/#website","url":"https:\/\/top1.fm\/DailySalesTips\/","name":"Daily Sales Tips","description":"A Daily Podcast and Blog for B2B Sales Professionals","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/top1.fm\/DailySalesTips\/#\/schema\/person\/269f371a9450426541cdda80397a8548","name":"Scott Ingram","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","caption":"Scott Ingram"},"sameAs":["https:\/\/top1.fm","https:\/\/x.com\/ScottIngram"]}]}},"_links":{"self":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/1625","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/comments?post=1625"}],"version-history":[{"count":0,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/1625\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media\/1141"}],"wp:attachment":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media?parent=1625"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/categories?post=1625"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/tags?post=1625"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}