Listening is Hard
How bad is our listening problem?
• 2.5% correct for listeners• 25% retention @ 48h• My estimate: 5-10%
“right”
Listening can save your life
http://blog.startupcompass.co:
• 90%+ fail• 74% due to
premature scaling
Listening #1 for discovery& validation & efficiency
Listening
• produces success in business (Covey, 1989)• minimizes the damaging aspects of
performance appraisals (Kluger & Nir, 2010)• increases sales (Drollinger, Comer, &
Warrington, 2006)• highly correlates with perception of
leadership (Allen, 2010; Bechler & Johnson, 1995; Kramer, 1997)• highly correlates with job-satisfactionLife is better
listening
Let’s build ear muscle
Before your visit
Human curiosity,the urge to know,
is a powerful force and is perhaps the
best secret weaponof all in the struggle to unravel the workings of
the natural world.
Aaron Krug
Exercise 2:2 ears, 1 mouth
You have2+ hours
and3 questions
Exercise #3: car sits
Exercise #4: the HONY
During the visit
Exercise #4: the HONY
Step 1: It isn’t the words, it’s the energyStep 2: Realize your approachStep 3: Explain your goalStep 4: Broad questions, slowly escalating
Exercise #5: pen beats keyboard
Exercise #6: cheetah
Anticipate the
speaker’s next point
Identify supporting elements
Exercise #7: boomerang
Clear off distractions
Find a visual cue
Play a game
Take a break
Exercise summary
1. Curiosity State: primed to learn2. 2 ears, 1 mouth (or ear jacks):
guidelines, not constraints3. Ear sits: clear your mind4. The HONY: set the stage5. Pen beats keyboard: write it
out6. Cheetah: be responsive7. Boomerang: bring your mind
back
Actually doing it
Where do I find the time?
How do I find customers?
