In a previous life and time, I worked as a mental health counselor. I was trained in the art of listening and would periodically have my listening skills evaluated by professors, supervisors, and even peers (on videos and in live sessions). It was stressful and sometimes I felt more like the patient/client than the therapist.
After pivoting from the mental health field to the corporate world, I was naïve enough to think that I would no longer need to tap into my counseling skills.
Today, more than a decade after leaving my counseling life behind and much to my surprise and delight, I continue to find my counseling skills useful when interacting with people. In particular, I’m seeing many areas in the business arena that are in desperate need of the skills of a counselor.
Talk First, Ramble On Second, and (Maybe) Listen Third
It is incredible to me how quick business people are to talk before hearing what the other person has to say. Let me share one example: I had scheduled a meeting about a project and prior to the meeting, had sent out an email outlining the purpose of the meeting as well as the limited parameters within which we had to work. Once the meeting started, a woman began suggesting ideas on how to improve things. They were fantastic ideas. The only problem was that these great ideas were not applicable to the project nor were they aligned with the reason for the meeting.
Had she listened to what I was explaining at the start of the meeting — the presentation is limited to one hour so we are limited by what we can do — then she would not have wasted her time talking and everyone else’s time listening to her go on and on.
The business environment demands that a person speaks up in order to be noticed and, sadly, many are too quick to talk rather than listen to another person talk. It’s as if talking first and fast is somehow a sport and the first one to speak wins.
Given this context, we can see that listening achieves the exact opposite effect (i.e., listening means not talking much and not drawing attention to yourself because you’re not talking).
Lombardo and Eichinger (2009) observe that people who are unskilled in listening tend to cut others off or try to finish other people’s sentences. They’ll interrupt as someone is talking to try to force their point across. Because they’re too busy trying to think about their own responses, it’s easy to see that they’re actually not listening. As a result, others form opinions about the person not listening, such as he’s arrogant, or doesn’t care, or does not value others. Perhaps they might think this person is too busy, has selective hearing, or is just impatient or insensitive.
One of the dangers of talking too much and not listening is that you’ll completely miss the point that the other person is trying to make, and even worse, when you restate or relate the conversation (if you can even call it that), you’ll restate it incorrectly because, not surprisingly, you weren’t listening and got the facts and important points all wrong!
In The First-Time Manager, Belker, McCormick, and Topchik (2012) said the ability to actively listen is one of the best-kept secrets of successful management.
Active listeners “encourage the other person to talk” (Belker, McCormick, & Topchik, 2012, p. 25) and “continue the other person’s line of communication” (p. 26). We know when a person is truly engaged in conversation with us – they’ll look at us when we talk, they will occasionally nod their heads and smile, and they’ll use statements or comments to let us know they’re interested (e.g., that’s interesting; tell me more; why do you think he said that, etc.) and, finally, they’ll restate or rephrase what we just said (e.g., “So let me see if I understand what you just said [then add the rephrase version]. Is that right?” (Belker, McCormick, & Topchik, 2012)
Here’s a great piece of advice:
“[Y]ou don’t want to dominate the conversation . . . Rather, you want to create a dialogue in which you speak only about one-fifth of the time” (Stone, 2007, p. 77).
One important caution about active listening is that if your only goal is to check off the list of active listening how-tos (i.e., maintain eye contact, nod your head, paraphrase) then even active listening can become mechanical. You MUST concentrate on listening, not just demonstrate that you are (Nichols, 2009).
Takeaway (from The First-Time Manager): “Active listening is one of the most valuable traits [you] can demonstrate for two important reasons: First, if you do a great deal of active listening, you will not be thought of as a know-it-all, which is how most people perceive someone who talks too much. Second, by doing a lot of active listening and less talking, you’ll learn what is going on and gain insights and information you would miss if you were doing all the talking” (Belker, McCormick, & Topchik, 2012, p. 24).
Written By: Steve Nguyen, Ph.D.
Leadership and Talent Consultant
Belker, L. B., McCormick, J., & Topchik, G. S. (2012). The first-time manager (6th ed.). Washington, DC: AMACOM.
Lombardo, M. M., & Eichinger, R. W. (2009). FYI: For your improvement: A development and coaching guide (5th ed.). Minneapolis, MN: Lominger International.
Nichols, M. P. (2009). The lost art of listening: How learning to listen can improve relationships (2nd ed.). New York, NY: Guilford Press.
Stone, F. M. (2007). Coaching, counseling & mentoring: How to choose & use the right technique to boost employee performance (2nd ed.). Washington, DC: AMACOM.