Listening style is defined by the stance we take towards our client’s message and how we react to what they are saying.
The most effective way of listening is empathic listening. This involves the will to understand our client – we attempt to understand their circumstances; we try ‘to get into their shoes.’ As a result of this, we are able to learn their point of view and understand what motivates them. We show that we accept, like and understand them. We say ‘I sympathies with you…’ ‘You are right…’ ‘I understand you…’ etc. We ask additional questions, gathering information on the subject under discussion. This style of listening helps us to create a good emotional contact with the other person.
Business advisers, doctors, psychologists, therapists, teachers, sales representatives and negotiators should all listen empathetically and so should everyone who deals with people in their work.