Patrick Neifert

I find that, as I'm working, I tend to listen to reply rather than listen to understand.  I don't think I do that as much when I'm not working.  How can I better listen to understand in my work?

I find that, as I'm working, I tend to listen to reply rather than listen to understand.  I don't think I do that as much when I'm not working.  How can I better listen to understand in my work?

It's really a disadvantage to the communications process when all communications is conducted over the telephone.  Listening is so vital at this point because we can't see the body language of the other party. We really have to pay attention to voice quality to better understand what they're saying.

It's really a disadvantage to the communications process when all communications is conducted over the telephone.  Listening is so vital at this point because we can't see the body language of the other party. We really have to pay attention to voice quality to better understand what they're saying.

I'm not the best at digging deeper, but adding this simple question or maybe, "Anything else?" can add so much more to rapport building and getting to the heart of the subject.

I'm not the best at digging deeper, but adding this simple question or maybe, "Anything else?" can add so much more to rapport building and getting to the heart of the subject.

I never really thought of starting at the bottom of the funnel and working your way back up to broader topics.  I can see how it would really help to give the prospect a big picture view if they're mired in the details.

I never really thought of starting at the bottom of the funnel and working your way back up to broader topics.  I can see how it would really help to give the prospect a big picture view if they're mired in the details.

I agree that this technique seemed a little awkward, but it is important to understand exactly what someone means when using a methaphor.  I hear people misuse metaphors all the time, so digging deeper into the subject is certainly going to be helpful in clarifying meaning.

Using softeners is a great way to create trust and ilicit answers to important questions that you might have difficulty getting answers to otherwise.