Page 189 - The Way to the Top

Stephen B. SIEGEL

Chairman and CEO of Insignia/ESG Inc.

During a presentation, conversation, interview, or a sales pitch, too many
people really do not listen to what is being said to them. Instead, they are
anticipating opportunities to state their case or to make their pitch. This

will almost always, whether you’re a manager, salesperson, or someone on
an interview, fail to create a connection between you and the other person
involved in the conversation. Important opportunities to pick up
information and apply it spontaneously to the task at hand are lost, and the

probability of success in whatever the endeavor declines substantially.
Learn how to listen—don’t just wait to talk.

Listen—don’t just wait to talk