I came across the acronym W.A.I.T. for the first time recently. It stands for Why Am I Talking in the context that you should be listening instead of expressing your opinion.
It is very easy as a professional, when you tend to have seen lots of types of similar problems, to listen to a new client for a short time and then jump in with a swift conclusion "Ah I understand = here is the answer". Q.E.D. and on to the next client.
Apart from being extremely discourteous this is also presumptuous as it is often the case that the initial story hides a deeper problem that is only drawn out by active listening and careful questioning.
So instead of talking we should listen more and practice W.A.I.T. in our professional lives. I suggest that not only will we be more respected as a result but we will provide a much better and more relevant service to our cients.
It is very easy as a professional, when you tend to have seen lots of types of similar problems, to listen to a new client for a short time and then jump in with a swift conclusion "Ah I understand = here is the answer". Q.E.D. and on to the next client.
Apart from being extremely discourteous this is also presumptuous as it is often the case that the initial story hides a deeper problem that is only drawn out by active listening and careful questioning.
So instead of talking we should listen more and practice W.A.I.T. in our professional lives. I suggest that not only will we be more respected as a result but we will provide a much better and more relevant service to our cients.
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