The ability to think from other people's organizational and personal perspectives is central to building institutional support and selling training and development. Each area of an organization represents a frame of reference. Because our work serves all areas of the business, we have to become skilled at moving in and out of various perspectives. Our own view becomes secondary. Pacing with people, meeting them on their turf, and making an effort to speak the language inherent to their functional area are our greatest challenges. When we succeed in temporarily abandoning our own outlook and are able to immerse ourselves in others' organizational worldviews, tremendous results are possible. It's a simple truism - when people feel you listen to them, they are more inclined to listen to you.