![]() ![]() Is the person’s posture rigid or relaxed? Does he/she maintain eye contact? Is the individual trying to hide true feelings? ![]() Instead, pay attention to the experience, including the speaker’s non-verbal communication. Try not to put too much of yourself into what’s being said. But that can also mean that your version of active listening amounts to hearing someone’s initial remarks, assuming you’ve understood the gist and then immediately missing the rest.įinally, listen with empathy. As a business entrepreneur, you’re a doer - your innate bias is toward action. And don’t feel like you need to formulate a good comeback as a defense to what the person is saying. You don’t need to dominate the conversation or burnish your image during it. It’s not a popularity contest - or a game of one-upmanship. And don’t listen defensively, letting your deep-seated insecurities about what the person may be saying - or not saying - get in the way. Try to suspend your pre-conceived notions - and avoid putting words in people’s mouths.īeware “defensive diagnoses.” Snap judgments save time, which is why we like them. Active listening involves using your eyes as well as your ears - making a conscious effort to hear not only the words a person is saying but, more important, trying to understand the total message that’s being said. He offers an antidote to what he calls “selective” listening (or hearing only what you want to hear). Steven Berglas, former faculty member of the Harvard Medical School’s Department of Psychiatry and now a coach to entrepreneurs and executives, offers some valuable tips on using what he calls “active listening” as a business tool. The better you listen, the better you’ll understand what the customer has to say about your product or your strategy - and the better marketing outcomes you’ll ultimately achieve.ĭr. But fine-tuning your listening skills can be very beneficial to your marketing efforts. That means when we talk to our boss, colleagues, customers or spouse for 10 minutes, we’re really hearing anywhere from 2 ½ to 5 minutes of the conversation. According to, we remember only 25 – 50% of what we hear. Given all the listening we do, you’d think we’d be good at it.
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