Decide That You WANT to Listen

I came across this article from sales and communication expert Dianne Booher, and it was so true I had to share it with you.

Booher says, "Many people listen poorly because they have no intention of listening well. They're preoccupied. They're too busy talking so that they can feel understood."

How many times have you sat in a meeting and watched a co-worker stare off into space or check their BlackBerry under the table? What about the person that cuts someone off mid-sentence to continue with their own agenda? You might not believe it, but these actions aren't kept just to the workplace - they extend to meetings with clients and prospects. Yikes! Read on for more of what Booher has to say on the topic.

"Have you ever heard people say that they don't have time for something: golf, a fundraiser, church, or dinner with a friend? What they mean is that something isn't important enough to them yet to make time for it," says Booher.

"The same is true for listening. We'll find ourselves poor listeners until we make up our minds we want to become good listeners. Listening requires conscious effort and a willing mind. It's a decision to take an action, not just waiting your turn to talk."

"Listening involves actively processing what the other person is saying to you: clarifying, asking questions, drawing out additional information, reading between the lines, giving feedback, verifying understanding, analyzing, and drawing conclusions about what you've heard," continues Booher.

"What's the payoff? Listening keeps you informed. It increases your impact when you do speak. It gives you a negotiating edge and powerful influence. Best of all, others will love you."

"Whether you're sitting around the conference table in a team meeting or the dining table for your Thanksgiving meal, make a conscious effort to listen. Listening is a gift you give to yourself and to others. Give it on purpose, not just when forced."

Author of 42 books, Dianna Booher, CSP, CPAE, delivers keynotes, breakout sessions, and training on communication and life-balance issues. Her latest books: Speak with Confidence, Your Signature Life, Your Signature Work, E-Writing, and Communicate with Confidence. www.Dianna-Booher.com

The SalesDog blog will be quiet the next two days as we take time off to celebrate the Thanksgiving holiday with our families. We wish you all the very best - see you on Monday!