5. THOUGHT
Dalai Lama says, “When I speak I
only repeat what I already know,
but when I LISTEN, I learn
more…”
6. WHAT IS HEARING & LISTENING ?
You hear with you ear and Listen with your heart
Listening is following and understanding the
sound---it is hearing with a purpose
Hearing is physical and listening is emotional
Listening is the absorption of the meanings of
words and sentences by the brain
A person who incorporates listening with
concentration is actively listening.
12. WHY YOU SHOULD LISTEN
Building trust
Credibility
Support
Getting things done
Information
Exchange
13. FALLACIES ON:
WHY PEOPLE DON’T LISTEN
Listening Is Not My Problem
Listening and Hearing are the Same
Good Readers are Good Listeners
Smarter People are Better Listeners
Listening Improves with Age
Listening Skills are Difficult to Learn
14. FACTS
Experts agree that the
most successful sales
people listen 70% of the
time, and talk only 30%.
People High in
LISTENING use more
AUDITORY WORDS
15. ATTRIBUTES OF A GOOD LISTENER
Concentration
Attention
Eye contact
Receptive Body Language
Understanding of Communication Symbols.
Objective
Paraphrasing
Questioning/Clarifying
16. ATTRIBUTES OF A GOOD LISTENER
Empathy - not sympathy
Strategic Pauses
Don't Interject
Leave the Channel Open
17. TRAITS OF A BAD LISTENER
Finding fault with the speaker
Distraction or Fake Attention
Listening to the easy material
Daydreaming
Body language that signals disinterest
Force-fitting their ideas into your mental models
Interrupting the speaker
Not responding to the speaker's requests
Intentionally putting the speaker down
19. HOW TO IMPROVE LISTENING
Minimize both internal and external distractions
Adjust your listening to the situation
Show you’re listening by your nonverbal
communication
determine the most important points and
develop a method to remember them
demonstrate empathy
20. Save advice for another time
Don’t interrupt UNNECESSARILY…
Don’t prejudge a person’s message by the way
he looks
Stay focused on the subject
Remain clearheaded, even if the topic is
emotional