Category: Listening Development

  • LISTEN WITH COMMITMENT

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    by

    Rick
    in ,

    Jack Lowe Jr. is the former CEO of Dallas-based TDIndustries, one of America’s premier contracting and facility service companies. Jack understands the value of listening commitment. Rated by FORTUNE magazine as one of the TOP 100 Best Companies to Work for in America”. TDIndustries has consistently been in the top ten since 1998. When asked,…

  • BE UNIQUE – LISTEN

    BE UNIQUE – LISTEN

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    by

    Rick
    in , ,

    One of our very able leaders recently was made the head of a large, important, and difficult to administer public institution. After a short time he realized he was not happy with the way things were going. His approach to the problem was a bit unusual. For three months he stopped reading newspapers and listening…

  • THE COURAGE TO SLOW DOWN WHEN LISTENING

    THE COURAGE TO SLOW DOWN WHEN LISTENING

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    by

    Rick
    in ,

    N. Williams has demonstrated what it takes to be a Listening Leader with his following story: “This week it struck me how guilty I am of getting wrapped up in the noise and chaos of over communication and allowing this to get us off course. I was about to go into a meeting, my mind…

  • DRUCKER’S RULE

    DRUCKER’S RULE

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    by

    Rick
    in ,

    Peter Drucker, the Father of Modern Management, identified the eight practices of effective executives, threw in a bonus practice: “This one is so important that I will elevate it to a rule: Listen first, speak last.” The essence of leadership is to get results in a way that inspires trust. Although there are many behaviors…

  • FISHING FOR CUSTOMERS…..BY LISTENING

    FISHING FOR CUSTOMERS…..BY LISTENING

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    by

    Rick
    in , ,

    Leigh Perkins, former CEO of Orvis Co., a sporting goods mail order company, listened his way to success. Early in his career, as a sales professional, Perkins learned the key to good salesmanship isn’t demonstrating the virtues of a product, but demonstrating the virtues of a product the customer needs. “You have to find out…

  • 12 BLOCKS TO LISTENING

    12 BLOCKS TO LISTENING

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    by

    Rick
    in ,

    COMPARING: Comparing makes it hard to listening because you are always trying to assess who is smarter, more competent, more emotionally healthy – you or the other. MIND READING: The mind reader doesn’t pay much attention to what people say. In fact he often distrusts it. He’s always trying to figure out what the other…

  • KNOW WHEN TO STOP SPEAKING

    KNOW WHEN TO STOP SPEAKING

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    by

    Rick
    in , ,

    A man attended a meeting where the guest lecturer was extremely long-winded. When the listener could stand it no longer, he got up and slipped out a side door. In the corridor he met a friend who asked, “Has he finished yet?” “Yes,” the man replied, “he’s been through for a long time, but he’s…

  • GUILTY AS CHARGED

    GUILTY AS CHARGED

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    by

    Rick
    in ,

    Following is an example of how one manager realized the value of listening: “My secretary said to me today, “Steve, you’re not listening to me.”, and she was right. It was an awakening for me. I had totally tuned her out and proceeded with reading the text I just received. Jennifer is a loyal and…

  • LISTEN NOW, OR PAY LATER

    LISTEN NOW, OR PAY LATER

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    by

    Rick
    in ,

    I received the following example from a listening leader who deeply listened and responded with an important decision.  Her boss chose not to listen.  The results are devastating.  Several years ago, I was employed with a company as a Credit Manager. I was responsible for minimizing the accounts receivable and bad debt. Even with success…

  • THE MILLION $ LISTENING ERROR

    THE MILLION $ LISTENING ERROR

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    by

    Rick
    in ,

    I received the following example of a huge listening breakdown that resulted in a $1 million loss. “There was a huge communication breakdown at the commercial bank that I work at between a sales executive and a portfolio manager. Sales executives make calls to current customers as well as establish new customers. They sell all…