You're Not Listening

According to Nichols, to be a good listener means using your available bandwidth not to take mental side trips but rather to double down on your efforts to understand and intuit what someone is saying. He said listening well is a matter of continually asking yourself if people’s messages are valid and what their motivations are for telling you what

many centuries.” Things get even more complicated when you try to communicate with someone who grew up speaking a different language from yours. Then you get into linguistic relativity, also known as the Sapir-Whorf hypothesis, which holds that a person’s native language influences how they see or experience the world.

Charles Reagan Wilson, an emeritus professor of history and Southern studies at the University of Mississippi, recalled asking the short-story writer and novelist Eudora Welty why the South produced so many great writers. “Honey,” she said, “we didn’t have anything else to do but sit on the porch and talk, and some of us wrote it down.”

Instead, Naomi turned her question into an invitation: “Tell me about the last time you went to the store after 11:00 p.m.” A quiet, unassuming woman who had said little up to that point raised her hand. “I had just smoked a joint and was looking for a ménage à trois—me, Ben, and Jerry,” she said. Insights like that are why people hire Naomi.

Listening is more of a mind-set than a checklist of dos and don’ts.

Take first introductions. We often miss what people are saying—including their names—because we are distracted sizing them up, thinking about how we are coming across and what we are going to say. Not so when you meet a dog, which is why you can more easily remember a dog’s name than its owner’s.

She says it’s like a game of catch with a lump of clay. Each person catches it and molds it with their perceptions before tossing it back. Things like education, race, gender, age, relationship with the other person, frame of mind, connotations of words, and distractions all influence how the clay is shaped. Add

Calvin Coolidge famously said, “No man ever listened himself out of a job.” It is only by listening that we engage, understand, connect, empathize, and develop as human beings.

Hearing is passive. Listening is active. The best listeners focus their attention and recruit other senses to the effort. Their brains work hard to process all that incoming information and find meaning, which opens the door to creativity, empathy, insight, and knowledge. Understanding is the goal of listening, and it takes effort.