Chapter 2

Active listening: two ears and one mouth

What has listening got to do with influence? Listening may seem an odd place to start your influencing journey, not least because we all do plenty of listening anyway. So what more do we need to learn about listening?

Now turn things around. Who do you trust more: the person who tries to talk you into submission, or the person who takes time to listen to your needs and wants? There are plenty of people who have the gift of the gab; listening well is harder and more valuable. At the heart of good influencing is good listening. Great leaders, and influencers have two ears and one mouth, and use them in that proportion. They listen twice as much as they talk.

Good listening is effective for ...

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