Each week, we share a practical technique to become a more effective storyteller and analyze a video that demonstrates its use in the real-world.
Quote of the week
"I’ll take a key word that somebody has said… and ask, ‘What do you mean by that?’”-Terri Gross
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Unlocking the Power of Active Listening
Have you ever finished a customer or stakeholder interview with… nothing usable? No quotes. No story. Just polite answers. The problem isn’t your questions. It’s that most of us listen to confirm—not to discover.
This week, let’s switch to active listening so your interviews surface the moments, tensions, and turns that make stories land.
The EARS Canvas (Empathize → Ask → Reflect → Sift)
Empathize Be explicit about your intent and make them feel safe. “I’m here to understand what actually happens—good, bad, awkward. No pitch, no judgment.” Micro-cues: sit still, open posture, nod. Presence first, notes second.
Ask open & specific asks using prompts that elicit scenes, not opinions
“Walk me through the last time you did X.”
“What was the hardest moment?”
“If we paused the video right there, what would we see/hear?”
Reflect Echo what they said and check by paraphrasing with a stated emotion
“So the vendor deadline slipped, and you felt boxed in—is that right?” Once they confirm follow-up: “What did you do next?”
Sift Mark quick tags to capture story beats between answers. Problem • Moment of change • Result • You’re mining for a 3-beat narrative you can reuse later. A usable direct quote would be a cherry on top of the cake!
Why it works
Active listening reduces confirmation bias, increases detail recall, and triggers elaboration—people keep talking when they feel accurately heard.
Paraphrasing “You said… what did you mean by that?” is a known technique among top interviewers that seeks to understand, not to validate a solution.
Want to Sharpen Your Storytelling Skills?
Next cohort of Success Through Persuasive Storytelling (rating 4.8/5) with Sri Srikrishna and Bikash Chowdhury starts on Sep 11, 2025. Registrations open.
Video
This week’s video features a guide from the Harvard Business Review that redefines active listening. It explores six key questions to improve listening skills in personal and professional settings.
Early on, Amy Gallo busts the myth that nodding and parroting equals good listening, then introduces the “trampoline listener”: you reflect, probe, and amplify so the speaker’s ideas gain height and energy (crediting Zenger & Folkman).
She then offers six self-questions that turn on discovery. Check your default style (task/analytical/relational/critical) and ask: Why am I listening now? Who’s the focus—them or me? What am I missing? Am I getting in my own way?
Finally, she warns leaders about the “information bubble.” People sugarcoat for authority. The move is to listen for comprehension, not agreement and build safety so tough input surfaces across levels.
It’s a clean bridge back to EARS: Empathize (safety), Ask (open prompts), Reflect (echo what you heard), Sift (tag the beats you’ll use later).
Try this week (1–3 tasks)
Rewrite your opener (≤ 20 words): “I’m here to understand what actually happens—no pitch, just your reality.”
Run the “last time” drill with 3 people: ask only “Walk me through the last time…” + two follow-ups (“hardest moment?”, “what happened next?”).
Tag your notes live with P/M/R/Q; pull one 3-line mini-story from each interview by day’s end.