The problem with accurately hearing what others mean to convey is not that we don’t hear their words accurately. The problem is in the interpretation. During the listening process, our brains arbitrarily filter out, or reconfigure the uncomfortable, unknown, or confusing, to make what’s been said match something we’re more familiar with. And it fails to inform us of its creative editing.

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating Buyer Readiness (i.e. systemic change). The absence of this capability restricts sales to searching for those ready to buy, and causes objections en route:

You’re getting objections not because of your terrific solution,

As a Buddhist, I don’t understand why anyone would want to take another’s…

We naturally assume we understand what’s meant and don’t question that assumptions. The truth is, our brains are not set up to enable us to understand what others tell us…

I became enamored of the concept Servant Leadership in the 1980s. Developed by Robert Greenleaf,

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing.