Once people sense that you aren’t listening, you’ve lost them. They become defensive of their idea, determined to be heard instead of determined to work with you on the issue. People who are heard open themselves up to influence. Their questions are also valuable, in-the-moment data for you. What are they unclear about? What is holding them back from being influenced? What do they care about? This is exactly the type of information that you need to be influential, and you can’t get it if you’re talking all the time.