A mother takes her four-year-old to the pediatrician reporting she’s worried about the girl’s hearing. The doctor runs through a battery of tests, checks in the girl’s ears to be sure everything looks good, and makes notes in the child’s folder. Then, she takes the mother by the arm. They move together to the far end of the room, behind the girl. The doctor whispers in a low voice to the concerned parent: “Everything looks fine. But she’s been through a lot of tests today. You might want to take her for ice cream after this as a reward.” The daughter jerks her head around, a huge grin on her face, “Oh, please, Mommy! I love ice cream!” The doctor, speaking now at a regular volume, reports, “As I said, I don’t think there’s any problem with her hearing, but she may not always be choosing to listen.”

Hearing is something most everyone does without even trying. It is a physiological response to sound waves moving through the air at up to 760 miles per hour. First, we receive the sound in our ears. The wave of sound causes our eardrums to vibrate, which engages our brain to begin processing. The sound is then transformed into nerve impulses so that we can perceive the sound in our brains. Our auditory cortex recognizes a sound has been heard and begins to process the sound by matching it to previously encountered sounds in a process known as auditory association.^[1] Hearing has kept our species alive for centuries. When you are asleep but wake in a panic having heard a noise downstairs, an age-old self-preservation response is kicking in. You were asleep. You weren’t listening for the noise—unless perhaps you are a parent of a teenager out past curfew—but you hear it. Hearing is unintentional, whereas listening (by contrast) requires you to pay conscious attention. Our bodies hear, but we need to employ intentional effort to actually listen.

Hearing Impaired

Arguably, even audience members who do not possess the physiological mechanisms to hear can “listen.” Stage one (Receiving) is different because it happens through different channels (e.g., sign language, subtitles, nonverbal cues), but Stages two (Understanding/ Remembering), three (Evaluating), and four (Feedback) remain the same.

Types of Listening

We regularly engage in several different types of listening. When we are tuning our attention to a song we like, or a poetry reading, or actors in a play, or sitcom antics on television, we are listening for pleasure, also known as appreciative listening. When we are listening to a friend or family member, building our relationship with another through offering support and showing empathy for her feelings in the situation she is discussing, we are engaged in relational listening. Therapists, counselors, and conflict mediators are trained in another level known as empathetic or therapeutic listening. When we are at a political event, attending a debate, or enduring a salesperson touting the benefits of various brands of a product, we engage in critical listening. This requires us to be attentive to key points that influence or confirm our judgments. When we are focused on gaining information whether from a teacher in a classroom setting, or a pastor at church, we are engaging in comprehensive listening.^[2]

Yet, despite all these variations, Nichols called listening a “lost art.”^[3] The ease of sitting passively without really listening is well known to anyone who has sat in a boring class with a professor droning on about the Napoleonic wars or proper pain medication regimens for patients allergic to painkillers. You hear the words the professor is saying, while you check Facebook on your phone under the desk. Yet, when the exam question features an analysis of Napoleon’s downfall or a screaming patient fatally allergic to codeine you realize you didn’t actually listen. Trying to recall what you heard is a challenge, because without your attention and intention to remember, the information is lost in the caverns of your cranium.

Listening is one of the first skills infants gain, using it to acquire language and learn to communicate with their parents. Bommelje suggests listening is the activity we do most in life, second only to breathing.^[4] Nevertheless, the skill is seldom taught.

We get in our own way when it comes to effective listening. While listening may be the communication skill we use foremost in formal education environments, it is taught the least (behind, in order, writing, reading, and speaking).^[5] To better learn to listen it is first important to acknowledge strengths and weaknesses as listeners. We routinely ignore the barriers to our effective listening; yet anticipating, judging, or reacting emotionally can all hinder our ability to listen attentively.

Anticipating

Anticipating, or thinking about what the speaker is likely to say, can detract from listening in several ways. On one hand, the listener might find the speaker is taking too long to make a point and try to anticipate what the final conclusion is going to be. While doing this, the listener has stopped actively listening to the speaker. A listener who knows too much, or thinks they do, listens poorly. The only answer is humility, and recognizing there is always something new to be learned.

Anticipating what we will say in response to the speaker is another detractor to effective listening. Imagine your roommate comes to discuss your demand for quiet from noon to 4 p.m. every day so that you can nap in complete silence and utter darkness. She begins by saying, “I wonder if we could try to find a way that you could nap with the lights on, so that I could use our room in the afternoon, too.” She might go on to offer some perfectly good ideas as to how this might be accomplished, but you’re no longer listening because you are too busy anticipating what you will say in response to her complaint. Once she’s done speaking, you are ready to enumerate all of the things she’s done wrong since you moved in together. Enter the Resident Assistant to mediate a conflict that gets out of hand quickly. This communication would have gone differently if you had actually listened instead of jumping ahead to plan a response.

An expert is someone who has succeeded in making decisions and judgments simpler through knowing what to pay attention to and what to ignore. – Edward de Bono

Judging

Jumping to conclusions about the speaker is another barrier to effective listening. Perhaps you’ve been in the audience when a speaker makes a small mistake; maybe it’s mispronouncing a word or misstating the hometown of your favorite athlete. An effective listener will overlook this minor gaffe and continue to give the speaker the benefit of the doubt. A listener looking for an excuse not to give their full attention to the speaker will instead take this momentary lapse as proof of flaws in all the person has said and will go on to say.

This same listener might also judge the speaker based on superficialities. Focusing on delivery or personal appearance—a squeaky voice, a ketchup stain on a white shirt, mismatched socks, a bad haircut, or a proclaimed love for a band that no one of any worth could ever profess to like—might help the ineffective listener justify a choice to stop listening. Still, this is always a choice. The effective listener will instead accept that people may have their own individual foibles, but they can still be good speakers and valuable sources of insight or information.

Reacting Emotionally

When the speaker says an emotional trigger, it can be even more difficult to listen effectively. A guest speaker on campus begins with a personal story about the loss of a parent, and instead of listening you become caught up grieving a family member of your own. Or, a presenter takes a stance on drug use, abortion, euthanasia, religion, or even the best topping for a pizza that you simply can’t agree with. You begin formulating a heated response to the speaker’s perspective, or searing questions you might ask to show the holes in the speaker’s argument. Yet, you’ve allowed your emotional response to the speaker interfere with your ability to listen effectively. Once emotion is involved, effective listening stops.

Bore, n. A person who talks when you wish him to listen. – Ambrose Bierce

William Henry Harrison was the ninth President of the United States. He’s also recognized for giving the worst State of the Union address—ever. His two-hour speech delivered in a snowstorm in 1841 proves that a long speech can kill (and not in the colloquial “it was so good” sense). Perhaps it was karma, but after the President gave his meandering speech discussing ancient Roman history more than campaign issues, he died from a cold caught while blathering on, standing outside without a hat or coat.^[6]

Now, when asked what you know about Abraham Lincoln, you’re likely to have more answers to offer. Let’s focus on his Gettysburg Address. The speech is a model of brevity. His “of the people, by the people, for the people” is always employed as an example of parallelism, and he kept his words simple. In short, Lincoln considered his listening audience when writing his speech.

The habit of common and continuous speech is a symptom of mental deficiency. It proceeds from not knowing what is going on in other people’s minds. – Walter Bagehot

When you sit down to compose a speech, keep in mind that you are writing for the ear rather than the eye. Listeners cannot go back and reread what you have just said. They need to grasp your message in the amount of time it takes you to speak the words. To help them accomplish this, you need to give listeners a clear idea of your overarching aim, reasons to care, and cues about what is important. You need to inspire them to want to not just hear but engage in what you are saying.

Make Your Listeners Care

Humans are motivated by ego; they always want to know “what’s in it for me?” So, when you want to want to get an audience’s attention, it is imperative to establish a reason for your listeners to care about what you are saying.

Some might say Oprah did this by giving away cars at the end of an episode. But that only explains why people waited in line for hours to get a chance to sit in the audience as her shows were taped. As long as they were in the stands, they didn’t need to listen to get the car at the end of the show. Yet Oprah had audiences listening to her for 25 years before she launched her own network. She made listeners care about what she was saying. She told them what was in that episode for them. She made her audience members feel like she was talking to them about their problems and offered solutions that they could use—even if they weren’t multibillionaires known worldwide by first name alone.

Audiences are also more responsive when you find a means to tap their intrinsic motivation, by appealing to curiosity, challenging them, or providing contextualization.^[7] You might appeal to the audience’s curiosity if you are giving an informative speech about a topic they might not be familiar with already. Even in a narrative speech, you can touch on curiosity by cueing the audience to the significant thing they will learn about you or your topic from the story. A speech can present a challenge too. Persuasive speeches challenge the audience to think in a new way. Special Occasion speeches might challenge the listeners to reflect or prompt action. Providing a listener with contextualization comes back to the what’s in it for me motivation. A student giving an informative speech about the steps in creating a mosaic could simply offer a step-by-step outline of the process, or she can frame it by saying to her listener, “by the end of my speech, you’ll have all the tools you need to make a mosaic on your own.” This promise prompts the audience to sit further forward in their seats for what might otherwise be a dry how-to recitation.

Cue Your Listeners

Audiences also lean in further when you employ active voice. We do this in speaking without hesitation. Imagine you were walking across campus and saw the contents of someone’s room dumped out on the lawn in front of your dorm. You’d probably tell a friend: “The contents of Jane’s room were thrown out the window by Julie.” Wait, that doesn’t sound right. You’re more likely to say: “Julie threw Jane’s stuff out the window!” The latter is an example of active voice. You put the actor (Julie) and the action (throwing Jane’s stuff) at the beginning. When we try to speak formally, we can fall into passive voice. Yet, it sounds stuffy, and so unfamiliar to your listener’s ear that he will struggle to process the point while you’ve already moved on to the next thing you wanted to say.

Twice and thrice over, as they say, good is it to repeat and review what is good. – Plato

Knowing that your audience only hears what you are saying the one time you say it, invites you to employ repetition. Listeners are more likely to absorb a sound when it is repeated. We are often unconsciously waiting for a repetition to occur so we can confirm what we thought we heard.^[8] As a result, employing repetition can emphasize an idea for the listener. Employing repetition of a word, words, or sentence can create a rhythm for the listener’s ear. Employing repetition too often, though, can be tiresome.

If you don’t want to repeat things so often you remind your listener of a sound clip on endless loop, you can also cue your listener through vocal emphasis. Volume is a tool speakers can employ to gain attention. Certainly parents use it all of the time. Yet, you probably don’t want to spend your entire speech shouting at your audience. Instead, you can modulate your voice so that you say something important slightly louder. Or, you say something more softly, although still audible, before echoing it again with greater volume to emphasize the repetition. Changing your pitch or volume can help secure audience attention for a longer period of time, as we welcome the variety.

Pace is another speaker’s friend. This is not to be confused with the moving back and forth throughout a speech that someone might do nervously (inadvertently inducing motion sickness in his audience). Instead, it refers to planning to pause after an important point or question to allow your audience the opportunity to think about what you have just said. Or, you might speak more quickly (although still clearly) to emphasize your fear or build humor in a long list of concerns while sharing an anecdote. Alternately, you could slow down for more solemn topics or to emphasize the words in a critical statement. For instance, a persuasive speaker lobbying for an audience to stop cutting down trees in her neighborhood might say, “this can’t continue. It’s up to you to do something.” But imagine her saying these words with attention paid to pacing and each period representing a pause. She could instead say, “This. Can’t. Continue. It’s up to you. Do something.”

Convince Them to Engage

Listeners respond to people. Consider this introduction to a speech about a passion for college football:

It’s college football season! Across the nation, the season begins in late summer. Teams play in several different divisions including the SEC, the ACC, and Big Ten. Schools make a lot of money playing in the different divisions, because people love to watch football on TV. College football is great for the fans, the players, and the schools.

Now, compare it to this introduction to another speech about the same passion:

When I was a little boy, starting as early as four, my father would wake me up on Fall Saturdays with the same three words: “It’s Game Day!” My dad was a big Clemson Tigers fan, so we might drive to Death Valley to see a game. Everyone would come: my mom, my grandparents, and friends who went to Clemson too. We would all tailgate before the game—playing corn hole, tossing a foam football, and watching the satellite TV. Even though we loved Clemson football best, all college football was worth watching. You never knew when there would be an upset. You could count on seeing pre-professional athletes performing amazing feats. But, best of all, it was a way to bond with my family, and later my friends.

Both introductions set up the topic and even give an idea of how the speech will be organized. Yet, the second one is made more interesting by the human element. The speech is personalized.

The college football enthusiast speaker might continue to make the speech interesting to his listeners by appealing to commonalities. He might acknowledge that not everyone in his class is a Clemson fan, but all of them can agree that their school’s football team is fun to watch. Connecting with the audience through referencing things the speaker has in common with the listeners can function as an appeal to ethos. The speaker is credible to the audience because he is like them. Or it can work as an appeal to pathos. A speaker might employ this emotional appeal in a persuasive speech about Habitat for Humanity by asking her audience to think first about the comforts of home or dorm living that they all take for granted.

If you engage people on a vital, important level, they will respond. – Edward Bond

 

In speaking to the audience about the comforts of dorm living, the speaker is unlikely to refer to the “dormitories where we each reside.” More likely, she might say, “the dorms we live in.” As with electing to use active voice, speakers can choose to be more conversational than they might be in writing an essay on the same topic.

The speaker might use contractions, or colloquialisms, or make comparisons to popular television shows, music, or movies. This will help the listeners feel like the speaker is in conversation with them—admittedly a one-sided one—rather than talking at them. It can be off-putting to feel the speaker is simply reciting facts and figures and rushing to get through to the end of their speech, whereas listeners respond to someone talking to them calmly and confidently. Being conversational can help to convey this attitude even when on the inside the speaker is far from calm or confident. Nevertheless, employ this strategy with caution. Being too colloquial, for instance using “Dude” throughout the speech, could undermine your credibility. Or a popular culture example that you think is going to be widely recognized might not be the common knowledge you think it is, and could confuse audiences with non-native listeners.

Choice of attention—to pay attention to this and ignore that—is to the inner life what choice of action is to the outer. In both cases, a man is responsible for his choice and must accept the consequences, whatever they may be. – W. H. Auden