A
great stage director once said, "Acting is reacting. It's done with
the ears, not the mouth." Contrary to popular belief, listening is not
passive, it's active. How do you get someone's attention? It's not by
talking or by making clever remarks or by trying to impress others with
yourself. If you want to get people interested in you, talk about
what's important to them. The biggest mistake most people make in
communicating is talking about me, myself and I: "What I want to
sell"... "These are my needs"... "I would like this to happen because
I"....
Instead,
turn your attention to the other person: "What are your needs?" "How
can I help you?" Then listen. Always pivot the conversation around the
other person. Talk about people, places and things that are important
to him or her.
It's been said that by showing interest in people you can make more
friends in twenty minutes than you can in twenty weeks. So be an active
listener this week!
—Denis Waitley
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