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Just Listen by Keith Ferrazzi, Mark Goulston

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4

REWIRE YOURSELF TO LISTEN

Life is mostly a matter of perception and more often misperception.

—DAVE LOGAN, COAUTHOR, TRIBAL LEADERSHIP AND THE THREE LAWS OF PERFORMANCE

“How many of you think you listen well, or at least moderately well?” I asked the audience of 500 real estate agents and brokers attending an annual national meeting.

Everyone raised a hand. I responded with, “How many of you would agree with me if I told you that none of you listen, ever?

I paused and looked out at the audience. “Really? That’s interesting. Not a single person raised a hand.”

As a psychiatrist speaking to a group of hard-driving, cut-to-the-chase salespeople, I already had two strikes against me. First, I’m not a salesperson. Second, I’m a psychiatrist, ...

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