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If you want to be smarter, sharper, and enjoy stronger client relationships, simply listen more – and listen more intently.
According to David Mezzapelle, author of ‘Contagious Optimism’:
“When you listen, you open up your ability to take in more knowledge versus blocking the world with your words or your distracting thoughts.
“You are also demonstrating confidence, and respect for others.”
Yet, in his modern-day business classic, ‘The Trusted Advisor’, master consultant David Maister observes that, on average, “business people can pay attention for no more than 30 to 60 seconds without being distracted by an unrelated thought.”
Why don’t we listen more?
In his book, ‘Why Don’t People Listen?’ (later re-titled ‘The Good Listener’) Australian psychologist and social researcher, Hugh Mackay, writes:
“Impatience is one of the great barriers to listening. If we are going to listen to other people, then we are going to have to develop reserves of patience which will allow us to hear them out, and even to discuss with them what they have said, rather than rushing in with statements of our own.
“When it comes to listening, patience is the cardinal virtue."
BEFORE THE CURTAIN FALLS
Optimising Prospect Meetings & Intel-Gathering Prior to Probity
Sometimes - if not, often - the race is won before it starts.
COMING SOON
THE ART OF THE DEBRIEF
(Training Program)
The key to getting the best value from any de-briefing session is to plan carefully, in order to extract every possible clue from the process . . . and to ensure the permanent incorporation of those insights into future bidding processes.
A two-module learning experience that can be delivered in real-time, as your team prepares for their participation in any especially important debriefing session.
