Arnie Herz (Legal Sanity) has a Vitamin for us
Arnie Herz's post active listening and the art of conversation I consider a vitamin because it ought to be consumed daily.
I quote from Arnie's Post:
1) Listen 50% more
2) Ask twice as many questions
3) Hold eye contact 50% more
4) Make slight contact, or hold contact slightly longer
5) Show sincere sympathy or enthusiasm for something they say
6) Ask them if there is anything you could help out with
PUNCHLINE: This is a prime example where "knowing is not doing" - we can not get enough reminders on the subject of listening - THANK YOU, Arnie.
The gap between knowing and doing is indeed huge here. For years, I've been giving workshops telling sales people to listen 50% to 80% of the time. But when I measure the percent I listen in my own sales calls, I often fall short of this goal. Like many people, I prefer to listen to myself. Do you think any lawyers have this problem?
Post A Comment / Question