QuickTip In order to be able to influence others we have to understand where they are coming from, and only by listening can we do that. 1 2013 Life coaching https://www.lifecoachhub.com/img/ Communication coaching life coaching Lifecoachhub Pty Ltd LifeCoachHub
Coach Nicholas Kellingley

Communication Skills – Influence through Listening

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Don't get hung up on open questions.

Neil Rackham's research shows that people are as likely to respond with a one word answer to an open question as they are to deliver a deluge of words to a closed question.

But do take the time to listen when people speak, and invest your efforts in understanding what lies beneath the words. Don't focus on the literal meaning of the words, put them into perspective with what you know of the person themselves.

Action step: Now, think of an engaging question and then go and ask it, take the time to listen to what's being said.

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  • April 13, 2013

    Good point Nicholas. In response to your Action Step: Instead of asking your spouse "How was your day?" (and receiving an answer like "FIne") you could opt to ask something more specific like, "How did the meeting with the client X go? Which part of your presentation did he like most?"


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