The ROI of Listening:

Patience & Selflessness Pay Off

If you want to be smarter, sharper, and enjoy stronger client relationships, simply listen more – and listen more intently.

According to David Mezzapelle, author of ‘Contagious Optimism’:

“When you listen, you open up your ability to take in more knowledge versus blocking the world with your words or your distracting thoughts.”

You are also demonstrating confidence, and respect for others.

“Yet, in his modern-day business classic, ‘The Trusted Advisor’, master consultant David Maister observes that, on average, “businesspeople can pay attention for no more than 30 to 60 seconds without being distracted by an unrelated thought.”

Why don’t we listen more?

In his book, ‘Why Don’t People Listen?’ (later re-titled ‘The Good Listener’) Australian psychologist and social researcher, Hugh Mackay, poses this answer to that question:

“Impatience is one of the great barriers to listening. If we are going to listen to other people, then we are going to have to develop reserves of patience which will allow us to hear them out, and even to discuss with them what they have said, rather than rushing in with statements of our own.

“When it comes to listening, patience is the cardinal virtue.”

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