One of the core skills that we teach is deep listening. I tell students that this kind of listening is similar to an iceberg. What we see above the water line is just a tiny fraction of what is below the surface. It’s the same with deep listening. The really important information is below the surface.
Deep listening requires listening past the presenting issue. Frequently, the starting point of the conversation is simply that – the starting point. We need to listen long enough to get to the real issue.
In other words, listen in a way that encourages others to keep speaking.
My suggestion to those learning deep listening is to listen, and then when the person stops talking to say: Tell me more. What follows is usually the really important information.
All the best to you,