Monday, December 30, 2013

Simple skill to improve your job

Betty Liu

Betty Liu

Anchor, "In the Loop" at Bloomberg Television


The Simple Skill That Will Improve Your Job

December 30, 2013






In television, being a good interviewer is not just about asking the right questions.
It's about listening to the answer.
Some of the greatest television interviews happened not because the interviewer asked the right question, but because he or she asked the right follow-up. Just watch interviews by Barbara Walters or the late David Frost, both of whom extracted information from their subjects (Monica Lewinsky, Richard Nixon, Michael Jackson) nobody else could get. At moments more inexperienced interviewers would have glossed over, they would pause and ask, "why" or "how come." And bingo - that would be the one great moment in the interview.
What's amazing is that listening is one of the most underrated skills in the workplace and yet, one of the most important. It is the skill that can help you seal a negotiation, make you more amiable to your boss or simply win you friends. Jim Reynolds, the CEO of a boutique investment bank in Chicago, Loop Capital, told me he sometimes has to tap his sales guys under the table in a negotiation to get them to be quiet.
"The secret to effective selling is not the guy who goes in talking ‘I can do I this and I can do that and I can make your business better,'" he said. "That was never the guy who was the top salesman. The top salesman was always the guy that could ask leading questions and then listen to the answer. I learned this early on in my twenties and I’m still trying to teach it to my bankers."
"Whoever is doing the real listening is improving the art of effective communication and that person will get even better,” he said.
Jim noted that the reason why listening was so effective in sales was because most people, without realizing it, will tell you what problem they need solved. If you just listen carefully enough, you can present the solution right back to them.
(Click here to read the rest of Betty's article!)
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Did you like this post? Then you'll like Betty's new bookWork Smarts: What CEOs Say You Need to Know to Get Ahead. You can read more at www.betty-liu.com and buy her book on Amazon.com and other booksellers. She is Editor-at-Large and anchor at Bloomberg Television and an ABC News contributor.


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Add a comment24 comments
Alan Russell


















    

  • Flag and HideDavid Horsewood
    
David Horsewood
    
Owner, Fire by Light LLC
    
Deciding to listen is much like turning on a recorder. Of course recorders don't have brains. They can't discern tone of voice. Silence means nothing to a recorder. Body language issues aren't regarded at all. Past history is never taken into account. Future use is irrelevant. What isn't said is obviously not recorded or taken into account. What am I saying? Listening is not the issue for most people. Caring is. When we care we listen. Caring enough to give our full attention puts the focus on another skill: assessment. What am I hearing? What does it mean? How should I respond? Two people hear the same message. One walks away informed, the other is transformed.
    

15 hours ago
    

    
Zhanna Khan, CheL E., Ryan Geisser, +1
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideMunalula K.
    
Munalula K.
    
officer at Central Bank
    
To come up with lead questions, one needs to be knowledgeable about the subject matter. The first time I listened to the late David Frost interviewing a Congole' on the volatile situation in Eastern Congo I could tell that the man sounded like he had lived there.
    

11 hours ago
    

    
Charles P. and Paras J.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideWendy Loh
    
Wendy Loh
    
Experienced strategic communications professional - back in Singapore after 10 years in China
    
Listening in both verbal and non-verbal ways. It takes experience to pick up on an uncomfortable shuffling of feet in an interviewee, or even a pregnant pause in the answers. It takes guts to also veer off the list of "approved" questions to bring out the best in an interview.
    

15 hours ago
    

    
CheL E. and John Kersey
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideJacques L.
    
Jacques L.
    
Technical Professional | Petrochemicals | Corporate Accounts Management
    
We always want to have a final say or a share our opinions. Thus, putting the focus always on us. Listening puts the focus on your subject. One key skill that requires a lot of practice, determination and patience - One that really brings improvement not only to your job but your personal life as well.
    

13 hours ago
    

    
CheL E.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideCory L.
    
Cory L.
    
Founder | Owner of Techfire Studios
    
Listening, in itself, can be extremely beneficial. But one wins by truely understanding and showing empathy.
    

13 hours ago
    

    
CheL E.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideCharles Walker, MBA, MPA
    
Charles Walker, MBA, MPA
    
Logistics Management Professional
    
Listening is a skill. It becomes a better skill if one listens for what is not being said. Our body language and gestures reveal what we are really saying. Most of us don't listen well, we often are waiting to respond.
    

14 hours ago
    

    
CheL E.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideRohit M.
    
Rohit M.
    
Mortgage Agent at Centum Metrocapp Wealth Solutions Inc.| Experienced Finance Professional
    
Great article, the sales example is very true. Regardless of the situation when dealing with a pushy, talkative or aggressive salesman many people's first reaction will be to loose interest and want to end the meeting asap. Allowing the client to do most of the talking upfront allows them to build a level of comfort with you, you want to let them know that you are here to help. What better way then showing them you care by listening to them. Once they have given you all the details they are likely to be more receptive to your solution. I understand that won't be the case 100% of the time but it will in many cases.
    

4 hours ago
    

    
CheL E.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideLawrence C.
    
Lawrence C.
    
Senior Systems Engineer
    
The quality profession teaches a skill called "The Five Whys".  If you ask "Why?" five times, you will get to the root cause of an issue.  In my experience, many people do not like to use this tool while others do not like being on the receiving end of it.  Why?  Because they are afraid of personal exposure and assumed consequences.  Sometimes the risk is worth taking.  It helps if both parties trust one another.
    

4 hours ago
    

    
CheL E.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideEmma Jane R.
    
Emma Jane R.
    
Freelance Personal Trainer
    
Two ears, one mouth... Use them in that ratio...
    

6 hours ago
    

    
CheL E.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideAnnie R.
    
Annie R.
    
Head of Marketing at SSLPost
    
Looking back I think listening is one of the most important skills I ever cultivated. Without really listening to what people are saying to you there is very little real communication. You need to attend to the response to formulate your own answer. There is a wonderful quote about this that runs something like 'most people don't listen because they are too busy thinking of the clever thing they are going to say next' and it is sometimes sadly true.
    

6 hours ago
    

    
CheL E.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and Hidesanchita S.
    
sanchita S.
    
--
    
Listening is the rarest of rare abilities these days. We all want to be heard. Therefore when you listen to someone you immidiately connect with him/her.
    

2 hours ago
    

    
Chayya S.
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideAthena Tang
    
Athena Tang
    
Membership Manager at Ocean One International Yacht Club & Resort
    
Agree
    

15 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideJon F.
    
Jon F.
    
Director, Business Development
    
Anyone can create a questionnaire. Its always been a habit of mine to create response trees for common questions in my field. One broad qualifying question can have more than 5 follow up questions attached.
    

14 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideJohn Y.
    
John Y.
    
Broadcast Consultant
    
80% of good communication, in terms of time, is listening. Knowing how to read body language and understanding NLP can be very useful. Good link: http://readthinkwriteteach.files.wordpress.com/2012/09/how-to-read-a-person-like-a-book-gerard-i-nierenberg.pdf
    

14 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideKiran K G.
    
Kiran K G.
    
Dy. Director - HR at Alliance University
    
An excellent article on the importance of "listening", this is truly an understated skill, Most people feel that by talking glibly, they can get their work done, not always! Even as a HR professional, it is very important to listen to your own "internal customers", i.e. the employees of your own organization.
    

13 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideParas J.
    
Paras J.
    
MIS & Credit Support Analyst at JS Bank
    
definitely !!! If you want to emerge as a good speaker , you have to learn the art of being a good listener first ..
    

10 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideQurban Ali L.
    
Qurban Ali L.
    
Corrosion/Cathodic Protection Specialist
    
As per  Larry Barker  Effective listeners remember that "words have no meaning - people have meaning." The assignment of meaning to a term is an internal process; meaning comes from inside us. And although our experiences, knowledge and attitudes differ, we often misinterpret each other’s messages while under the illusion that a common understanding has been achieved."
    

8 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideDonaylle R.
    
Donaylle R.
    
We LISTEN best, because we CARE most!
    
This is a great lesson for those who are uncomfortable with selling. When we offer solutions to challenges,  presented by our customers,... Is that even selling?  It sounds more like great customer care. We cannot serve anyone, if we never even heard their order. Listening is great advice. 
    

5 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideJeffrey S.
    
Jeffrey S.
    
Project Manager at Homesteaders Life Company
    
If you're truly not listening during a conversation/interview, etc, then you're basically telling the other participant(s) that their voice is not worthy. Oftentimes, people will shut down and not provide any additional input as it will be a waste of time. Listening is a skill and it requires effort.
    

3 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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  • Flag and HideCheL E.
    
CheL E.
    
Decorating Consultant/Multi-Media Artisan
    
Listening is a true art. It is one thing to hear people and another to truly listen. Maintaining good eye contact (usually) shows a person is listening intently.
    

3 hours ago
    

    

    
Alan Russell
    



    

    



    



    

    

    

    

    

      

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