As a student of communications, I listen attentively in meetings when someone is asked a question. I’m curious if they answer the question asked, or just pivot into a canned and cliched response.
About two years ago I did some consulting work for a client who was pitching some large companies. They had to go through an RFP (request for proposal). Toward the end of the project, I interviewed one of their prospective clients who told me that what they liked about this company’s response was that they listened to the questions and directly responded to them.
The VP told me that all the companies were comparable in capabilities, but my client was better at listening. That’s why we chose them.
Listening – A Lost Art
Once I was advising a younger colleague how to work with our CEO, I gave her some plain-spoken advice about Lars.
When he asks you a question-answer his question, don’t go down a rabbit hole with unrelated information. Just answer the questions he asks. Listen. Respond. Shut up and be quiet.
Lars, like most CEO’s, was busy and so it wasn’t necessary to fill the time with unnecessary information. Just answer his question. Don’t ramble or filled the empty silence.
Lawyers often give their clients this same advice. Just answer the question asked. Nothing more.
The best sales people are great listeners and just ask questions. They know the power of information.
Smart People Listen More Than They Talk
Another person I worked for in my career was also an excellent listener. Although Dick Miller was the President of a large snack food company, when he was in a meeting, he was quiet for almost the entire hour.
I’d ask Dick, why don’t you talk more? I already know what I think. If I am silent, I might learn something new.
Leaders want to learn new things during meetings. That’s why they stay so quiet most of the time.
Three Simple Techniques for Improving Your Listening Skills
- Don’t be afraid of silence. If no one has anything to say, your job isn’t to fill the void. When you write – you pause and reflect. Speaking shouldn’t be different.
- When asked a question, the smart move is to pause. Think carefully about your response. Don’t speak until you are clear what you want to say. No one will penalize you for taking a chance to gather your thoughts.
- You can’t speak and listen at the same time. Pick one. If you want to learn, be quiet. If you want to control the situation, talk. Often in a business setting, we measure the winner by the outcome and results, not decibels and volume.
Leaders who are always speaking aren’t necessarily leading. They are talking—big difference.
Did you hear what I just said?
Need help getting your team to be better listeners?
I can help. You can set up a time chat with me about your marketing challenges using my calendar. Our initial conversation is free. You talk, I listen. Email me jeffslater@themarketingsage.com or call me. 919 720 0995. Visit my website at www.themarketingsage.com. Let’s explore working together today.
Photo by Mark Paton on Unsplash
