Listening is probably one of the most underrated leadership and business skills. We all know listening is a critical component of our work, but not everyone invests the time necessary to become a better listener.
Even when we work to become better listeners, we live in an age of perpetual distractions. From ever-growing to-do lists to a burning desire to remain relevant to social media and advances in technology, there are myriad factors that make deep listening a challenge.
When I was coming of age, the only advice doled out about listening was to make good eye contact with the speaker and lean in. The thinking was that leaning in while a person was speaking would enhance understanding and give the impression that you were practicing deep listening.
However, hearing what an individual is communicating involves so much more than what we do with our bodies. Sure, our body language is critical, but it represents one piece, not the whole. Active listening requires several steps:
1. Listen with the intention to understand.
This is a key component of active listening. When you listen with the intention to understand, you listen with an open-mind, versus a prejudged conclusion.
When you communicate with the intention to understand, you ask appropriately timed questions (as opposed to interrupting to share a different story) to ensure that the messages you’re receiving is the one the speaker intends.
Listening with the intention to understand means going into a conversation with a genuine interest in grasping what the speaker is communicating and being mindful to take in all cues from the conversation, such as verbal, nonverbal and what is spoken openly versus left unsaid.
2. Use interruptions sparingly.
When practicing active listening, it’s important to use interruptions sparingly. Allow the speaker to communicate an entire thought before interrupting with questions or your interpretation of what he or she said.
So many times, others’ comments will spark thoughts and we’ll interrupt them. However, if we aren’t careful, interruptions can communicate, “Hey, I know more than you,” or worse, “You’re taking too long to get to the point and I don’t have time to listen to what you have to say.”
If people feel they aren’t or haven’t been heard, they may struggle to establish a trusting relationship with you.
3. Process what you’ve heard.
Processing what you are hearing is all about asking yourself whether your own perspective is unduly shaping what the other person is saying. It is about being honest enough to know whether you are adding context to what someone else is communicating.
For instance, several weeks ago, I had an important dinner meeting with two business associates. I spent a great deal of time styling my hair and ensuring that I was polished and presentable. When I walked into the dinner, my associate said, “oh, your hair has a 1960s look.”
This was not the style I was going for.
I immediately heard, “Your hair is ugly.” For a few minutes during the dinner, I thought about what the person was saying and compared that to what I heard, which was shaped by my own insecurities about the hairstyle in question. In the end, I chalked up the difference in communication to me being overly sensitive.
Had I not processed the conversation, I very well may have remained stuck in my head or treated my colleague differently based on what I initially heard as an insult.
4. Repeat back.
Just because two people are in a conversation does not mean both parties hear the same thing. We each bring our own weltanschauung, which is German for “world view,” to conversations, and this shapes what and how we hear.
If you are a manager, you have likely been in a situation where you assign a project to an employee and anticipate its completion. Once finished, you are mystified to learn that your employee did an excellent job on something you never requested or needed.
Repeat backs are an excellent tool to enhance understanding, communicate your interest in the person speaking and ensure that you heard what the other person intended.
Repeat backs work best in one-on-one or small group discussions. If you’re in a lecture or a large event, you may not have the opportunity to repeat back what you have heard. However, if you’re in a work setting or meeting with a family member or friend, practice repeating back what you have heard and asking the speaker if you correctly captured what he or she said.
The way it works is simple: You listen to a conversation and try to capture as much of it as possible.
When the person you are speaking with finishes his or her remarks, ask if it’s OK for you to repeat back what you heard the individual say. Then give highlights of the conversation that convey your understanding. This is great for you and affirming for the speaker.
5. Limit distractions.
From cellphones and social media to simultaneous conversations to the television or music apps, at any given time myriad items are competing for our attention.
If you are in a conversation, try to limit distractions. Practice focusing on one thing when someone is speaking with you, and that’s the person talking. While most people believe they are capable of multitasking, research indicate that no one does it well.
David Sanbonmatsu, a University of Utah psychology professor and lead author of a research study on distraction says:
“People don’t multitask because they’re good at it. They do it because they are more distracted.”
In other words, they have so much going on that they feel forced to do more than one thing at a time. The result is poor listening skills.
The next time you are in a conversation, limit the distractions around you. Place the phone out of reach, silence or tune out the television, and for the next several minutes, focus exclusively on the person you are in communication with.
Even if you believe you can do more than one thing well, think about whether the person speaking to you believes he or she has your full attention. If the individual does not believe you are listening fully, you may throw off the person’s train of thought while he or she expends energy thinking about how to capture your complete attention.
For instance, in my profession, I am constantly in the position of presenting to multiple people at a time. When I am speaking to an individual or a group, I find that I have a hard time staying focused on my remarks if the individuals I am speaking with are staring at their computer or cellphone.
6. Make good eye contact.
I have heard plenty of people say they are listening even though their eyes are on other items rather than the speaker. Active listening is about listening with all our body and senses.
To improve or enhance your listening skills, look at the person who is speaking. Make good eye contact with the individual throughout his or her remarks. This allows you to take in the words the person is saying as well as the individual’s facial expressions and gestures.
I promise you, it is impossible to not glean something from the conversation when you stay tuned in to the speaker.
7. Lean in.
Before Facebook COO Sheryl Sandberg’s book Lean In, I was taught that leaning in was an excellent way to signal to a speaker that I was listening to what he or she was saying.
To communicate to teachers, colleagues and advisers that I was listening to what they were saying, I learned to use both my ears and my body.
I also learned early that if I was tired or otherwise limited in being fully present, leaning in would give me the bolt of energy necessary to be a better listener.
I relish this advice still to this day. When I am in a conversation and I am particularly interested in what someone is saying, I will lean in as if the two of us are seated next to or across from one another.
If I am standing next to the speaker, I will stand close enough to the person to communicate that I am interested in the conversation and in the individual.
8. Ask clarifying questions.
To ensure you are hearing what the other person is saying, check in with the person when he or she is finished speaking with phrases and questions such as “What I’m hearing you say is …” or “Based on what you just said, is it safe to assume that ….”
You may also ask the person, “Where can I go to learn more about that?” Also, if after hearing a person out completely, you still don’t understand what the individual was saying, don’t be afraid to say “I don’t understand. Can you elaborate?”
9. Get curious.
Some of the best discoveries have been made because an innovator became curious. While curiosity is a blessing in innovation, it’s also helpful in listening.
When you become curious, you are eager for more information. You pay attention to the subtleties and the blatant messages. Even when the conversation ends, the curious mind continues to process what you have heard.
10. Put yourself in the other person’s shoes.
It is difficult but necessary to put yourself in someone else’s shoes. It is required if you want to be an active listener.
To be an active listener is to temporarily imagine you are walking the other person’s path and feeling what that individual feels. Active listening is about developing empathy for the person speaking.
When you imagine confronting life through the speaker’s lens, it will be easier to listen with interest.
11. Suspend judgment.
To practice active listening, you must suspend judgment.
When you sit in a place of judgment, you draw predetermined conclusions. During a conversation, you are then listening to find information that supports the conclusion you have already reached.
When this happens, it is difficult to really hear what another person is saying. It is almost as if you are playing bingo and you are listening only for the words on your bingo sheet.
Anything else is a distraction because you are on a mission. Suspending judgment doesn’t mean you listen without discernment. It means you listen for the possibility of being wrong. It means you listen with an open mind.
It is impossible to practice deep listening without a willingness to suspend judgment.
12. Take notes.
One way to keep from interrupting a person when they are speaking is taking notes.
Notes allow you to retain your own thoughts, while noting areas for follow-up with the speaker. They also communicate to the person you are speaking with that you are listening to what they are saying.
13. Give up the need to be right.
When you are committed to winning an argument, you enter the conversation fully invested in winning. You actually aren’t capable of hearing what the other person says because you are persuaded that you are right.
However, active listening requires giving up the need to be right. You will be surprised how much you are able to actually hear the other party when you are not vested in having your way.
While I know the distractions facing you won’t evaporate overnight, you are stronger than every distraction you face.
With practice and tools, you can become a better listener. Your family, friends and colleagues will thank you for it. And who knows, maybe they will be inspired by you and work to become better listeners themselves.
