Pitches for the deaf.

I have been doing a lot of pitching lately. It's always fun to work on the elevator pitch, and very interesting to observe the different reactions each time it's delivered. I had a pitch the other day where I had to first sit through a very long monologue from the investor about their world view. Toward the end of the meeting we got to the bit about why I was there. Thankful for the opportunity, I launched into the the pitch about our software helping to facilitate a two way conversation. Not far in I was cut off -  "I don't get why would anyone want to do that!" From there the conversation spluttered and died; walking out the door I mentally notched up a fail. With the passage of time, I now realise that the investor was, like many of us, deaf.

Effective listening is about understanding the other persons perspective. Being deaf at times myself, I need to check for my listening mistakes. One of the most common mistakes I make is listening with the intent of replying. Wether I do this to appear more interesting, or to feed my own curiosities, I need to catch myself and disconnect from the urge, lean back, and concentrate on understanding what the person is trying to say. Once I have understood them, then a reply can come, or not at all. Not responding at all, and holding this through the uncomfortable silence that can follow, can often extract extra clarifying information from the speaker, as they stretch to be understood.

The other big mistake I often make is assuming that I am the worlds best translator, and that the words coming out of the speakers lips, perfectly express their emotions. Opportunity for misunderstanding is compounded by the fact that only part of the information is actually held inside the words. The rest is carried in tone, body language, and facial expression. Asking a lot of questions helps here. Sometimes I like to pretend I am Michael Parkinson finessing an angle out of a world leader, as I talk to my kid about why he has not done his homework.

Listening is how we can show we care. Being present with someone is more impactful, resisting the need to project yourself to a person in a particular way. As the good book says "No one is as deaf as the man who will not listen". Onto the next pitch - perhaps if I listen better they might hear me.

ange

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