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1 Diagnose before prescribe
WHAT’S INSIDE
2 4 autobiographical responses
3 4 levels of listening
4 The 5th level ~ emphatic listening
5 4 emphatic listening skills
Most people,
Even if they
attempt to
understand,
They do so only
with the intent
1
Diagnose before
prescribeIn order to influence, we have to be
influenced.
When we visit an
optometrist,
What Is the
first Thing That
he will do?
In any field of the
human endeavours,
To understand
precedes action;
To understand
precedes judgement.
Always Seek 1st
To Understand.
To understand
Without prejudging,
To understand without
agreeing or disagreeing,
To understand without
taking any position.
Simply...
Just to understand,
To know where he or
she is coming from.
2
4 auto-
biographical
responses
The amateur salesman sells products while
the professional sells solutions to needs &
problems.
For most people,
Autobiographical
responses are...
Things that they
do when they
These responses
come naturally
to all of us.
our own
Autobiographical
responses
Are the
presumptions
& assumptions
that we make
Before we fully
understand the
communication.
Often, that Limits
us from getting
to understand the
autobiography of
the other person.
We ought to learn
To be more aware
of these responses.
And we should always
keep our minds open
while we are listening.
3 4 levels of
listeningEveryone’s life is so unique but who’s going to
listen to that uniqueness?
depends on which
level of listening
is being adopted.
4
The 5th level ~
Empathic
listeningThe one who listens does the most work, not
the one speaking.
When we listen
empathically,
We don’t just
“see” things in
our own mind,
We understand His
or her paradigms.
We understand
how he or
she feels.
Empathic
listening is
listening
with our
ears,
And
listening
with our
hearts.
We listen for
We try to
is not that you
have to agree
with someone,
5
4 empathic
listening skillsThe deepest need of human souls is to be
understood.
Always listen with the pure
desire to understand.
Genuinely seek
the welfare of
the individual,
let him or her get
To the problem
and the solution
at his or her own
pace and time.
Habit #5  - Seek 1st to Understand
Habit #5  - Seek 1st to Understand
Habit #5  - Seek 1st to Understand

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