The most common mistake hiring managers make during the interview is talking too much. It seems counterintuitive, but those who speak the least have the greatest influence during interviews. How do you create more influence during your interviews? Here are some of the techniques active listeners use: 1. Be mentally present. Dr. Ron Friedman reminds us: Since workplace conversations often have two modes (talking and waiting to talk), it’s impossible to absorb the full meaning behind a speaker’s words when you’re mentally composing your next lines. You must be fully engaged and place your focus entirely on what is being said. 2. Resisting the temptation to speak. Maintaining this type of focus is surprisingly difficult. There is always a temptation to finish the other person’s sentences, make a quick joke, interrupt to correct a misstatement, etc. You’ll know you’re making progress if you feel like you want to say something, but you don’t give into that urge. 3. Paying attention to your listening posture. People relay they care about what’s being said through their body language. When people are eager to hear more, they lean forward. A tilt of the head is associated with interest and curiosity. Head nodding can be a powerful sign of encouragement, especially when the speaker is expressing a difficult emotional point. When a recruiting prospect is in the presence of a good listener, there is more going on than just the exchange of words.