Listening: Them Most Underrated Skill

The smartest person in the room?

Early in my career, I made a concerted effort to master work-related topics.

My goal was to ensure I was (or appeared) to be the most versed person on matters important to clients.

Nothing wrong with knowing your stuff, right?

The mistake I made was being the one doing the talking.

As I gained more experience working with clients, it became obvious that:

↳ The most stable client relationships were the ones in which we hardly spoke about work. It was always personal stories and friendly chats.

↳ The trust was strongest with clients I listened to more than I spoke to.

↳ I seldom had to impart my knowledge to clients as they trusted me and seldom asked hard or deep work-related questions.

Research shows that listening makes us seem more intelligent and trustworthy.

When we give others our attention, it signals respect, curiosity, and confidence.

There is a small twist, too. Studies reveal that sharing our point of view honestly without dominating a conversation boosts likability (even among strangers).

For me, I love getting to know people, and there is no better way to do that than to ask questions where I genuinely care to hear the answer.

In those answers are the gold nuggets upon which you can build both personal and business relationships.

The mark of a great leader (and friend) isn’t having the most to say but making others feel heard.