Zen and the Art of Trusted Advisorship

Andrea Howe
Category : Client relationships, Trusted advisorship November 18, 2008

In our Trusted Advisor workshops and coaching engagements, we spend a lot of time on listening. Why? Because not listening is one of the top two causes of trust breakdown. (The other — accelerating too quickly to a solution – is another form of not listening.)

Listening is critical to advice-giving because it’s through listening that we earn the right to offer advice.

inner-voice1-300x233There are many reasons we humans do a crappy job of listening. One of my favorites: the little internal voice that clogs our brain with incessant chatter.

(Don’t have a little voice in your head? Your little voice is the one that says, “What little voice? I don’t have a little voice.”)

A 30-second snippet from a typical internal dialogue:

Client: [insert reasonable work-related comments here]

Your little voice: “Uh oh. I should have spent more time preparing for this meeting. You know, I’m not sure I like this guy.”

Client: [insert reasonable work-related comments here]

LV: “I do like his tie. The suit, not so much.”

LV: “Did I remember to take my black suit to the drycleaner?”

Client: [insert reasonable work-related comments here]

LV: “I wish he’d hurry up and finish so I can re-focus this conversation. He’s taken us way off course.”

And so it goes. Like static on a radio station, the little voice interferes with our ability to tune in.

Which begs the question: How to reduce the static to improve our listening so that we, in turn, will be listened to?

Unfortunately, that little voice will never go away – it comes with being human. But there are ways to minimize it. Here are my Top Three:

1. Prepare your mind. This suggestion comes directly from The Trusted Advisor (page 200, if you must know). Train your brain to notice random chatter, and substitute some wry wisdom of your own choosing. Examples:

“I am not the center of the universe.

“It’s a ‘we’ game, not a ‘me’ game.”

“A point of view doesn’t commit you for life.”

“Knowing the truth is better than not knowing it.”

You can also make this part of your pre-flight checklist before your next big client meeting.

2. Get a little Zen. When the chatter arises, notice and observe it; raise your consciousness about it in the moment and gently but swiftly return your focus to the real conversation at-hand. This is similar to the practice that experienced meditators use of returning to the breath when “monkey mind” (a mind that jumps from thought to thought like a monkey jumps from tree to tree) takes over.

3. Think out loud. Get the chatter out of your head and into the conversation. This is especially valuable when your little voice is expressing a concern. Here are some examples:

LV: “He seems distracted.”

What you might say: “Let’s take a time out to be sure we’re going in the right direction with this conversation.”

LV: “I’m not sure she understands what I’m getting at.”

What you might say: “At the risk of appearing a little assertive here, may I be blunt?”

LV: “I am doing a lot of talking; someone shut me up!”

What you might say: “I’m hearing myself doing a lot of the talking here. What haven’t I asked about that’s important for me to know?”

This one requires some risk-taking. As does all trust.

You’re not crazy for having the little voice; you’re human. Do your clients – and yourself – a favor by training your brain to tune chatter out, client in. By listening, you earn the right to be listened to.

Originally published by Trusted Advisor Associates
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Andrea Howe

Andrea Howe

As the founder of The Get Real Project, I am the steward of our vision and our service offerings, as well as a workshop leader and keynote speaker. Above all else, I am an entrepreneur on a mission: to kick conventional business wisdom to the curb and transform how people work together as a result. I am also the co-author, with Charles H. Green, of The Trusted Advisor Fieldbook (Wiley, 2012).

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