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