CHAPTER 4

BECOME A BAD LISTENER

The Greek slave turned Stoic philosopher Epictetus said, “We were given two ears and one mouth so we can listen twice as much as we speak.” And while I’m genuinely a huge fan of many Stoic principles (and all things Greek really—islands, salads, those gods and goddesses), I must respectfully and resolutely disagree with this quote. I know that sounds certifiably insane, but let me explain. (Yes, I’m asking you to please listen to me about listening less.) Yes, the world’s greatest salespeople are the best listeners. Yes, listening actively to your client’s needs, your team’s challenges, your partner’s emotions, your child’s concerns, and your friend’s problems are critically important to discover where the pain ...

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