Willard Jule <75272.3452@compuserve.com> wrote in "Cost/Benefit of LO?
LO4181":
<snip>
WJ> Listen. Play back. Reframe. Question. Challenge in a low key way.
Build rapport over a long time period. If they ask you how you come to
your analysis, tell them some of your experience and education. Ask if
they might like to look into it more deeply. Do you kinda get my drift?
WJ> It might sound manipulative, but it is not if you are also open to
dialoguing and changing your view based on what you learn from your
customers.
Since when does taking the time to really listen, and to respond from that
caring sound manipulative?!?! These are exactly the skills that are so
missing in the business world today. Almost all who are involved with
decision-making in business have been trained to speak their mind even if
it has nothing to do with the problem at hand. At least they sound like
they are being proactive.
I have found that by being the silent member of a meeting, my impact upon
the participants is much more profound. The others know that I have
listened well, and am only adding to the discussion because there is
something worthwhile to say. I can only hope that this attitude carries
over to the list work that we are carrying on.
-- ########################################## # Hank Heath Vice President # Medco Systems, Inc. Consultants for small business # 3 Eves Dr., Suite 304, Marlton, NJ 08053 # HankHeath@aol.com # ph: 609-596-1028 fax: 609-596-8650 ##########################################