Listening is Hard

Jana: jana@janaeggers.com, @jeggers

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

And your brain is amazing!

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?

Now, go off and set records!

Your coach:jana@janaeggers.com