By Sharon Drew Morgen

🔍

What Should Coaches, Managers, and Consultants Be Listening For?

A person who facilitates excellence in others facilitates potential change, usually by asking questions to identify the components of the problem and deciding between possible solutions while reinforcing the changes and maintaining a trusting relationship. To achieve excellence, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. By listening for specifically for elements of the stated issues – […]

Continue Reading...

Our Listening Biases Restrict Success

The problem with accurately hearing what others mean to convey is not that we don’t hear their words accurately. The problem is in the interpretation. During the listening process, our brains arbitrarily filter out, or reconfigure the uncomfortable, unknown, or confusing, to make what’s been said match something we’re more familiar with. And it fails […]

Continue Reading...

Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter

Do you know what’s stopping you or your company from making the changes necessary to have more success? Or why prospects aren’t buying something they need? Or why clients aren’t adopting the changes they seek? The problem is resistance. And as change agents we’re inadvertently creating it. Change requires that a complacent status quo risk […]

Continue Reading...

Training vs. Learning: do you want to train? Or have someone learn?

Training successfully educates only those who are predisposed to the new material. Others may endeavor to learn during class but may not permanently adopt it. The problem isn’t the value of information or the eagerness of the learner: It’s a problem with both the training model itself and the way learners learn. It’s a systems/change […]

Continue Reading...

How Much Do You Suck at Listening?

Answer these questions to see how accurately you hear what your communication partner intends you to hear, and how much business you are losing as a result. How often do you enter conversations to hear what you want to hear – and disregard the rest? How often do you listen to get your own agenda […]

Continue Reading...

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over […]

Continue Reading...

Why Do We Listen To Each Other?

What if it were true that we only understand a fraction of what others say to us? And if true, what can we do about it? As someone who has taken great pride in accurately hearing what others say, I was annoyed to discover that it’s pretty impossible for any listeners to achieve any consistent […]

Continue Reading...

Speaker or Listener: Who’s Responsible For Misunderstandings?

There’s been an age-old argument in the communication field: who’s at fault if a misunderstanding occurs – the Speaker communicating badly, or the Listener misunderstanding? Let’s look at some facts: 1. Speaking is an act of translating what’s going on internally into communication that enables others to understand an intent – choosing the most appropriate […]

Continue Reading...

How Techies Can Gather Good Data And Help Users Implement

In order for any change to occur – whether it’s a decision to purchase a product, or an implementation to add new technology – whatever touches the ultimate solution must buy-in to the change. Often our focus is on getting the end-result we think we want. We forget that without buy-in from the necessary  people and policies that maintain the status quo, we face the high […]

Continue Reading...

HOW TO LISTEN TO HEAR WHAT’S INTENDED

This article is an excerpt from Sharon Drew Morgen’s new book “Did You Really Say What I Think I Heard?”  available for free.  Like most of us, I assume I understand what my communication partner is saying and respond appropriately. I don’t think about it; I just do it. I don’t realize anything is wrong until it’s too late. […]

Continue Reading...

« Previous PageNext Page »