If you want to interact effectively with me, to influence me, you first need to understand me. You have to build the skills of empathic listening on a base of character that inspires openness and trust.
Most people listen with the intent to reply.
Only 10 percent of our communication is represented by the words we say, another 30 percent by our sounds, and 60 percent by body language. Empathic listening is risky. Before You Prescribe Diagnose before you prescribe is a correct principle in many areas of life. The amateur salesman sells products, the professional salesman sells solutions to needs and problems. We evaluate We probe We advise We interpret The language of logic is different from the language of sentiment and emotion.