Leadership Solutions

We listen with our brains, and no two are alike. Listening Intelligence deconstructs how listening occurs beyond using our ears. This may seem obvious, but the implications are vast. The fact that every brain is unique is connected to the fact that we all listen “to” and “for” different information. So, maybe listening is a big part of why misunderstandings, miscommunication and misinformation is common in our corporate communities. We all listen differently and pick up information in a variety of ways. 

Listening intelligence is based on research that shows we have different listening habits, and we can navigate through listening habits in ourselves and others to improve communication outcomes. In this research, the ECHO organization identified four primary habits, or brain-based styles, and created the assessment that identifies an individual's unique blend of the four styles.

The ECHO acronym means Effective Communication for Healthy Organizations. ECHO Listening Intelligence is out to change the way the organizations think about listening. 

People spend 70-80% of their workday engaged in some form of communication, and 45-55% of that time is devoted to listening. At the day-to-day level, effective listening can mean the difference between closing a sale that satisfies both parties or the sinking feeling that everything went flat. More broadly, effective listening can infuse an entire company’s culture, improving workplace communications, enhancing team collaboration and driving up employee engagement.

The ECHO system is harnessing the latest scientific research that suggests that listening is a trainable skill with applications far beyond old notions of simply paying better attention.  Different people often hear things in different ways and that's why ten highly competent people can leave a meeting all with varying impressions about what they just heard.  

The four primary listening habits, or preferences, are called Connective, Reflective, Analytical, and Conceptual. We teach you to observe certain indicators over time to help identify the primary listening habits others are using. And when you have identified it, you can purposefully communicate to them based on their interests, or filters.

The people-oriented listeners

Connective listeners tune into how information might relate to others. They can apply information broadly, and are strong in empathy.

Reflective listeners tune into how information might relate to their own experience. They can apply information directly, and are strong in historical context.

The information-oriented listeners

Analytical listeners tune into how accurate and credible information is. They can apply information directly if it's based in fact, and are strong in keeping standards.

Conceptual listeners tune into how much possibility information has. They can apply information to future ideas and concepts, and are strong in the broad view.

Watch video to learn the four habits in-depth.

Learn more about the four habits, how to use them in teams, how to develop them, and how to engage others of the different habit types in this webinar video, from about 15:30 to about 31:00. 

In order to work effectively with the cognitive diversity of listening, the ECHO team developed a scientifically validated assessment which generates the ECHO Listening Profile™. This tool helps each person understand what kinds of information they listen “to” and “for,” and how they apply the information they hear. With an increased awareness of individual listening habits, managers and sales leaders can objectively observe their own management style, shift to increase effectiveness, and address any areas to improve communication and the sharing of information throughout all levels of the company. 

Assessing individuals and teams.

When you work with Dori,  she sends you a link and a code to take the online assessment, which has 10 force-ranking questions, each with four options to choose from.

Once completed, she receives your ECHO Listening Profile report and for individuals, she schedules a time to review it online, to train you on recognizing the four primary styles in others, and to give you strategies to both expand your range of listening and to communicate more effectively with others.

For a team, she receives the reports for each individual and a special team report. She then summarizes the information into a 90-minute to 3-hour presentation, where she shares each team member's profile, reviews the four primary listening styles, teaches the team how to best communicate with each other based on their unique listening profiles, and offers strategies to improve individual, team, and external communications.

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When you and/or your team tune into listening habits and become more aware and understanding, you can expect outcomes of 

• Improved performance
• Team synergy
• Less re-explaining
• Higher engagement

In this white paper case study, a Conceptual Listener CMO and an Analytical Listener VP of Acquisitions came to understand each other's perspective through Listening Intelligence and subsequently brought their teams together for increased revenue over the next two quarters, leading to 10x growth! 

Select the pay button below to get started, or request information on training teams, either in depth with the three week Listening Intelligence for Leaders and Teams program (LIFT) or in one overview session.