Almost all sales scenarios use critical listening. In a scenario where someone is trying to persuade a listener that they should adopt a technique, the listener is typically using critical thinking. The listener is interacting with the information in order to make a judgment. This is a more active form of listening that includes evaluating and making judgments. The note-takers were using informational listening.Ĭritical listening focuses on evaluating and analyzing information. In a recent story development session in which an Agile team was interacting with a group of experts, I observed one person leading the questioning and probing while several other team members listened and took notes. In the corporate environment, this type of listening is often used when listening to reports, briefing, and speeches. This form of listening to the listener focuses on understanding the speaker’s message postponing critical thinking and processing until later. One non-verbal signal that someone is in informational listening mode is that they are taking notes. The listener typically is a less active participant in the listening process. Students in a lecture hall are often in informational listening mode (alternate modes might include critical thinking or sleeping). Informational listening is a type of goal-based listening that requires the listener to interpret verbal and non-verbal cues to learn. Mismatches in vocabulary can disrupt comprehension. If you can’t understand the sound, you will not be able to interpret the language. Comprehensive listening builds on discriminative learning. This type of listening requires that the listener understands the language and vocabulary. Comprehensive listening involves understanding the thoughts, ideas, and message. Recognition and interpretation of accents are an example of discriminative listening.Ĭomprehensive listening is the interpretation of words and ideas. We learn this form of listening early in life. This type of listening is the most basic form of listening. The listener is sensitive to attributes including rate, volume, pitch, and emphasis in speaking. In discriminative listening, the listener interprets the differences and nuances of sounds and body language. Basic types of listening:ĭiscriminative listening is when the listener interprets and assigns meaning to sound rather than to words. Knowing that there are different types of listening and how each can be applied is useful for being a better listener. Each type of listening is useful in different scenarios and is often practiced intuitively. Many significant failures in professional/business are failures to use the right type of listening. Failure in either part is a failure in listening. Listening is the combination of hearing and interpreting. In any relationship including training, it is key to identifying the needs of the learner or of a colleague. Listening is a core competency to succeed.
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