How important is listening? In his best-selling book, BLINK, Malcolm Gladwell shares the results of an amazing study conducted by a medical researcher to determine the likelihood of doctors being sued by their patients.
In this study, roughly half of the doctors had never been sued. The other half had been sued at least twice. The research disclosed a specific difference between the two groups: The surgeons who had never been sued spent more than three minutes longer with each patient than those who had been sued did.
So what exactly took place during those extra three minutes some of the doctors spent with their patients?
The surgeons who had never been sued, in 3 minutes or so, allowed time for questions, and encouraged their patients to talk. They paid attention by listening and they showed that they cared.
Now if a procedure went awry, someone did get sued. But in the case of these ‘listening surgeons’ it was not them. According to the study, documented cases showed that it was the Internist or Radiologist that was sued, not the surgeon. Why? Because the patient actually liked the surgeon, and, we typically don’t sue people we like.
The real lesson here is probably not about how to avoid getting sued (although it may come in handy sometime). The lesson is about how to quickly (sometimes in about 3 minutes) build a relationship founded in the other person liking and trusting you. Often, the key to acquiring new business comes down to relationships, and the quickest way to build a relationship may be to listen, not talk.
What to Do When Life Is Disappointing
Bridging The Performance Management Gap With Career Pathing
Motivation and an Open Mind are Essential to Become a Great Entrepreneur
The FinCommunications Story: What’s Yours?
Marketing to Young Professionals and Athletes
Making the Distinction Between Gambling and Investing
Is Deferred Compensation Holding You Captive?
How to Start Your Journey to Be Different
The Question ‘Why’ Expands Your Opportunity
What If Magic Was Part Of Your Strategy?
Explore Investment Insights17 hours ago
The Future of E-Commerce and Retail Will Be Written in China
Leadership17 hours ago
The Most Effective Way to Influence Others
Financial Podcasts17 hours ago
Become the Master of Your Own Time
Investing in Life2 days ago
Storyselling: Six Magic Words Guaranteed to Engage Your Clients
Development2 days ago
How to Offer More to Your Ideal Clients
Solutions2 days ago
Top 4 Themes in Impact Investing Right Now
Investments3 days ago
Global Equity Views 4Q 2018
Development3 days ago
How To Deliver Value During Prospect Engagement