Did you know we only listen to 25% of what we hear?
By Mike Byrnes
Imagine being a new interrogator assigned to talk with prisoners to help capture Saddam Hussein. That is exactly what Eric Maddox was tasked with and thankfully he was successful at his duty. After that experience and over 2,700 interrogations, he shared how to earn trust through empathy-based listening.
Read Mike Byrnes’ Financial Advisor article. “Delta Force Interrogator’s Advice To Help Advisors Listen Better” to learn more about:
An interrogator’s realization
Listen for ‘bread crumbs’ out of pure curiosity to build trust
Issues we have with listening
Avoid…
1. Immediate not biased distractions
2. Personal things in our lives
3. Lack of topic familiarity
4. Our biases
5. Our goals/objectives
6. What we are going to say next
Advice to listen better
Evaluate your listening skills and role play to improve.
Need help becoming a better listener with prospects, clients, associates and more? Set up a conversation with Mike Byrnes.
