21/07/2022
We all love to hear someone speak eloquently, evocatively, and intriguingly. Even more impressive is someone who listens deeply.
Our world desires influencing over connecting. Millions take classes– I've taught many - that train clear and persuasive public speaking. This is valuable, but what about offering even more courses on productive listening?
As recent years confirm, the world now needs this lesson because it's harder to really listen than to speak.
Why is listening harder? Because, when we speak, we say what we already feel we know. Comforting but boring.
True listening is hard work. We need to actively comprehend and process new information, link and distinguish its elements, and go to the effort of comparing it all to what we know, believe or feel. Listening deeply takes exceptional yet productive effort because that is how we grow. Deep listening means integrating new information, in the broadest sense, into our lives.
One of our greatest fears is not being “heard.” So the best gift we can give anyone is to truly listen… to not only hear and understand, but spin what’s said into the gold of meaning.
Listening is profoundly active and interactive, which is why deep listening is both rare and beloved. People feel honored when someone makes the extra effort of listening deeply.
We need to understand listening now more than ever because so much of our communication is “zoomed” from a distance. Computer screens change the listening game in ways that we need to understand and harness.
A major payoff from listening actively is that it’s much more interesting than repeating what you already know and believe. To really connect with people, we need to show enthusiasm, which comes from feeling the excitement of expanding our knowledge and insights, then learning from them.
It’s even selfishly valuable to listen better. When we listen, we can understand other people and gain new perspectives, then support our own goals and purposes, dramatically improve how we respond, and add power to what we decide and do.
Unspoken but Meaningful
As we speak, we constantly watch someone as we evaluate whether or not they are listening. We reassure and engage them by offering a quiet flow of tiny, welcome recognitions of what they're saying. This might be facial expressions, leaning forward, or briefly demonstrating interest and understanding.
It doesn’t mean much to simply say "wow, that’s awesome.” But people love it when a listener takes what they are saying and runs with it by, for example, expanding their point to your experience or thought.
Note: what I write here is just as relevant for all of our other senses… we are hyper-verbal creatures so we usually think of “listening” as only a response to spoken words. That’s why I frame my points in that way. But I invite you to adapt all these points to all of your senses, for example by “listening” to the new design of a friend’s livingroom.
Or, if you care about music, try thinking of dialog as two or more instruments creating a flow of meaning and truly listen. When one instrument becomes quieter, that doesn’t make it less important or expressive. The same is true of listening to what people say.
Signs of Listening
You already know that we convey many or most meanings without words. Smiling, nodding, showing thoughtfulness, and hundreds of nonverbal indicators help say what we mean.
Some of these invite speakers to “tell me more.” When I interview people, by showing sincere approval they want to open up, often with more info than they seemed to plan on.
A good way to understand this is with the idea of “social space.” This means inviting someone’s input, like when we ask a question. This essential element of dialog is easy to learn and invaluable to use. If you want someone to explain more, decide a way to can give them the social space. If you want them to stop talking, I bet you close social space by relaxing your face into indifference and looking away or at your watch.
Probably the most powerful example of social space is silence— the most underestimated aspect of communication, and the sine qua non of listening. The “pregnant pause” is a good example: many wise spouses read and respect the silence they hear in response to their question, then live to tell the tale!
We convey respect and interest by waiting for someone to gather their thoughts, pause so they can finish their point, and so on. This strengthens and expands the relationship.
Although we usually want to show we’re listening to approve, we can, and should, also use subtle negative responses. These are less confrontational than direct verbal contradiction and so, often, more powerful. This will be as constructive as you mean it to be-- we all need correction. When we say something stupid and a friend tries to correct us nonverbally, we should accept that as a welcome help.
When anyone says anything you disagree with, you can use a tiny frown, cross your arms, or a glance away, to convey your perspective without interrupting. These negative subtleties let them continue while giving them wordless feedback. It might take more time to gradually let them know what you think, but this tactic is almost always more helpful and lasting than verbal confrontation.
It's possible, but surprisingly difficult, to fake interest as you listen. A much better tactic is finding some aspect of what’s said that does matter to you, then contributing your own passion while staying on a related track. Respond to what they say not as an inert fact, but as part of a dialog.
Deep Listening
Listening means much more than simply staying silent as we face someone. Since being heard is so precious, we are supersensitive to glazed eyes that instantly, if subconsciously, show that the other person is only listening in a superficial and nominal way.
Listening is obviously important, but how can we deepen it? Unfortunately, it doesn’t help much to just tell someone just to “listen better.”
I recently developed a practical way to better understand how people talk to themselves, which in turn helps us understand and talk more helpfully to anyone else.
We are smothered by the conventional “conscious/subconscious” model of the mind. This doesn’t help us fully listen because it insists that our only viable option is the conscious, analytical mind. The problem is that most communicating isn’t conscious or analytical.
When someone is speaking mostly of facts and logic, they will feel much more appreciated if you respond in their language, with equally analytical comments.
But what about when someone is expressing their faith, their passion, their symbols, their emotions, their drives? Responding to these with logic and facts won’t just prevent good listening, it will threaten the relationship because they won’t really feel “heard.”
Understanding the full range of our minds will help anyone listen more closely and proactively by making them aware of the balance of minds the other person is using to communicate.
Even in our own activities, it doesn’t help to restrict ourselves to analytical thought… “overthinking”, anyone?
Listening with Four Minds
My research uncovered a much more complete, dynamic, and common-sense view of the human mind. I’ve used it to train people how to listen more deeply and connect more constructively.
We have four functional minds.
I explain the “Four Mind Model” in detail elsewhere. At its simplest, this explanation distinguishes our spectacular yet limited conscious mind (logical, linguistic, analytical) from the supposedly unreliable “subconscious” black box that, we are told, mostly wants to sabotage our trustworthy conscious.
Sorry, it makes no sense to claim that most of our mental processes are counterproductive, since we ceaselessly depend on them to survive and succeed.
Four seems to be the minimum number of minds to address the full dynamic of human experience, according to my research results.
I’ve identified the other three minds as a) Idealistic (moral, spiritual, visionary), b) Guardian (meaningful, symbolic, social), and c) Natural (competitive, resilient, instinctive).
Each offers its own strengths, depending on our style, purposes and situation. In other words, an artist will usually depend on the Guardian mind for creativity but still rely on the Analytical mind for balancing her bank account.
Of course, the minds communicate and collaborate with each other… these are the constant voices in our heads. Many of their messages are not verbal or mathematical, but come in images, emotions, associations, memories, etc. This means that we need to use all our senses to take full advantage of our minds.
The first step of deep listening, then, is to learn to truly listen to yourself and appreciate the rich dialog within you. That will let you notice and respond to dialog with others. With little effort, anyone can become a listener so skilled that it seems like magic to others. People I've worked with sometimes say that I seem to know that they think and want more quickly and completely than they do.
This task is too complex to be accomplished only with our conscious minds— we need to intuitively and naturally align with our minds. This is a life-long process but starting is very quick, because we are born to use all our minds and must be taught to block and mistrust most of them.
Very briefly, by drawing on all of our minds, we can master deep listening and really understand and connect with someone.
The first step is connecting with your own team of four minds. That will let you identify and respect the balance of minds someone else is using to communicate at that moment. Then you can use the action or words that strengthen any relationship and achieve any goals.
In other words, you can quickly learn to listen deeply and master situations whenever you want.
So…
Active listening is a skill and power we can and should learn. If you are a parent, this might be the most important way you can help your children grow.
Anyone who can really hear what others say— going beyond surface meanings to implications and linkages-- will immediately be appreciated and taken more seriously.
Nothing could be more connective, constructive, or persuasive than that.