As an executive and business coach, I work with a broad range of clients, be they part of a large organisation or agile, ambitious start up, and everything in between. I constantly reflect on what value I might add. I realise now that one of the most valued services I offer is that of genuine listening and hearing what clients say. It seems simple and perhaps even obvious, but the more people I come across, the more I realise how few people there are that do genuinely listen and hear what you say. This lack of attentiveness creates a host of misunderstandings, lack of engagement and breakdown in relationships even, that could, I believe be avoided if we all learned to better listen and hear what is being said.
Most people do not listen with the intent to understand; they listen with the intent to reply. Stephen R Covey
When you genuinely listen to what someone has to say as opposed to waiting for a gap in conversation to get your point or response across, you will find that not only do you gain an insight into how they think, what drives them and what they want, but you will find that you can achieve a deeper level of communication and trust.
It is wiser to find out than to suppose. Mark Twain
We make so many assumptions that can be damaging to business and relationships. So often, if we changed the way we communicate and listened to people in order to genuinely learn from them, we would make fewer assumptions and actually find out what is really going on. Imagine how much time this would save and how misunderstandings and conflict could be minimised.
Genuine listening builds better relationships
By not listening properly, we miss out on a great deal. We miss out on information to start with. We miss out on all sorts such as how people are feeling, what their mood is like, what their attitude is towards us, the business, others. These factors all enhance our knowledge of others and how we can better work and interact with them. By really listening, we can promote engagement and others feel that their words are worth something.
Make people feel valued
If we allow our own thoughts to elevate as others speak, we shouldn’t fool ourselves that they won’t pick up on this. Humans are very sensitive to how others behave and we all know what it’s like to speak to someone who is physically present but not hearing anything. Think of a time when this has happened to you. How did that make you feel? Perhaps you felt the other person showed a lack of respect, you may not have felt valued. It is highly likely that you went away thinking “well that was a waste of time, I’ll avoid approaching them again”. This sort of behaviour builds negativity and resentment which could potentially have been avoided.
What is your default when it comes to listening?
All behaviour change starts with actually realising where you are now. Then you can work out where you want to get to and how. What do you tend to do when in conversation?
Are you a broadcaster?You have an agenda, something to say and you want to get it out there and get on with it. How does the other person feel? Try considering things from their perspective and the benefits of a two way conversation.
Are you a mind racer?
Your focus is internal rather on the person speaking. How do they feel? What are you missing out on by not being present? How can you tame your thoughts and bring your attention to the speaker?
Are you a jumper to conclusions?
Do you listen to the first few sentences and then make up your mind regardless of what comes next? What sort of pattern will this create for you and your business? How can you let go of your assumptions?
Are you easily distracted?Whatever else is going on in the room or outside the window, that’s where your focus is. You might have your phone or laptop at hand and be glancing over at them. You leave conversations thinking you’ve heard it all, but will have missed so much. Ask yourself what you can do about this? Putting the device away would be a good start!
What can you do now?
Most of us can relate to some if not all of the above. Ask yourself what small change can you make to improve your listening. There will be something, no matter how small. None of us are perfect listeners all of the time. There are so many benefits to getting good at listening, why not start today and notice the positive changes that take place.
Did you know I run workshops on better listening? Get in touch to find out more.