We are often good talkers, but poor listeners. We have many things we want to say, share, expound and elaborate on. For this we need someone to be talking it all in. We like it when people do that for us. It soothes our ego, heightens our sense of self-worth and importance. We are sometimes not so generous ourselves though when listening to others. Here are six nightmare listeners you might run into. By the way, do any of these stereotypes sound a bit too familiar to you?
The “preoccupieds” are those breathless types, racing around, multi-tasking on steroids, permanently distracted. They don’t make much eye contact because their eyes are constantly scanning for things other than you in front of them. When we meet this reaction we need to grab their brain. We can say, “Is this a good time to talk?” or “I need your undivided attention for just a moment”. Once we do get their attention, we have to get to the point, because their attention span is fleeting.
The “out-to-lunchers” have the lights on (their eyes are open) but no one is at home. They are thinking about everything else but what you are saying to them. It is a good practice to check in with them to make sure they have absorbed the key points you are sharing. You can ask them a very pointed question about one element to determine if they actually heard you. Closed questions are good because an answer has to be yes or no, they can’t fudge it or fake it easily.
The “interrupters” are ending your sentences for you, jumping in all over you while you are speaking, they are fixated with their important contribution and not much interested in yours. You cannot stop them, so don’t resist. Let them blurt out whatever it is they cannot contain and then interject, “Thanks for that. As I was saying…” And pick up where you were, as if they had not spoken at all.
The “whatevers” are giving off that jaded, bored impression that what you are saying is of little interest or consequence. To grab their attention you have to lift your energy and spice up the content, make it more dramatic. Also, ask them specific questions that will draw them into the topic. Use open questions where they have to use actual sentences rather than monosyllabic responses.
The “combatives” are people with a strong sense of their rights and they are very interested in demanding they be heard and defending those rights. They are quick to call out perceived affronts to their dignity and will readily argue every point. Look for points of agreement and concentrate talking about those or ask to agree to disagree.
The “analysts” are logical thinking, very detailed orientated and are always in fix-it mode. They love handing out advice regardless of whether it was requested or not. You can go around idea generation from them by saying “I just need to bring you up to speed, so you know what is happening. I’m not looking for advice”
By contrast what would a good listener look like? The “engagers” are empathetic listeners who really concentrate on what you are saying. They employ eyes, ears, hearts and minds to absorb your messages. They understand that they already know what they know and can learn a lot more from finding out what you know as well. They let you talk. They make you feel good, because they are obviously following along with you and taking an interest.
When they are your boss, they let you talk and give you the opportunity to self-discover solutions and ideas. “We own the world we help to create” and bosses who listen and give their people the opportunity to speak, to suggest, to innovate are going to have a highly engaged team. That is the team that is going to win against the vast majority of teams who just show up to get paid. So the ROI (Return On Investment) from listening can be huge. Were you listening?
