Listening | ExchangeDefender [ Skip to content ](#main) [ ![ExchangeDefender](/assets/images/xd_logo_blue.png) ](/) Email Security ![Platform Overview](/assets/images/m-xd-pro.png)### ExchangeDefender PRO Enterprise-grade email security made simple for every business. 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Shut up and listen!](http://www.ted.com/talks/ernesto_sirolli_want_to_help_someone_shut_up_and_listen.html)” In his speech, he reminisced about his humanitarian work while in Africa in the ‘70s. Dr. Sirolli, explained that despite the best intentions of mice and men, every project that he and his company implemented to assist the people of Zambia failed. How could this be? They were well-educated humanitarians. Their plans have been thought-out and their purpose true. They only wished to help the Zambian people—who showed very little interest in receiving it. [![activelistening](http://www.exchangedefender.com/blog/media/a01ae5ecadcf_7669/activelistening_thumb.jpg)](http://www.exchangedefender.com/blog/media/a01ae5ecadcf_7669/activelistening.jpg)The answer to why they showed disinterest came in the form of a parable. The summary of the matter was Dr. Sirolli and his team had their own ideas and did not take the time to listen to the Zambian people on what they thought or if the ideas could even work. It wasn’t that Dr. Sirolli devalued their opinion or thought less of them as people. It was because Dr. Sirolli and his companions thought of themselves as the provider of solutions, and thus required no assistance in giving assistance. > “What you do \[to provide better aid is\] you shut up. You never arrive in a community with any ideas,” quoting Dr. Sirolli. If they would have listened to the natives of Zambia, they would have learned that the beautiful garden full of vegetables they spent all their efforts to nurture and grow—the same garden the Zambian people wanted no part of—would ultimately become the feed grounds for the local Rhinoceroses! > > “Why didn’t you tell us this would happen?” > > “You never asked.” Some of you still reading are now asking yourself, “Why am I reading about Rhinoceroses in Africa on a tech blog?” And if you are that person, move along—I cannot help you. However, if you deduced that a person’s good work is not enough to succeed; then I congratulate you. Most of the time, you simply need to be quiet and listen. Simply NOT talking will yield you the best results. I am not suggesting that you become a mute during the entire encounter. What I recommend is allowing the other person the power the conversation vehicle while you steer it down the road you desire. By listening, you improve the possibilities of uncovering additional opportunities. The next time you find yourself sitting at the table with a potential client, let them do the talking. Do not come into the meeting with ideas of what you can do for them. Actively listen to what they are saying to you. In the end, you may discover unrealized opportunities or hidden landmines. Michael D. Alligood Partner Sales & Support, ExchangeDefender & Shockey Monkey (877) 546-0316 x707 [ Previous post Managing Distribution Groups in Outlook November 28, 2012 ](https://www-preview.exchangedefender.com/blog/2012/11/managing-distribution-groups-in-outlook) [ Next post Holiday Promotion!!! 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