I think I listen well. I am quiet, I have eye contact, I nod at regular appropriate intervals. But inside my head, I am chomping at the bit ready for the least invitation to say what is on my mind. My thoughts might be in response to yours, might be offered to negate yours, might concur with yours, but are generally given preferential treatment in my book.
When I ask a customer a question, I get an answer (at least hopefully). But what is the answer that I am hearing and does it match what has been said. The technique of mirroring would be a good technique here. Then if I ask the same question a second or third time (maybe worded differently), the answer gets tweaked. This means the mirroring would get tweaked. Where this back and forth banter of clarification might end could only better me to fulfill their expectations.
This is especially true for the forbidden topic called "money". "What is your budget?" "What are you qualified for?" "Will you paying cash?" I notice that my upbringing of keeping the family's business in the family is a disservice to my customer. I am shy when it comes to asking key questions with the feeling that I am intruding into their private matters.
There is an agent in my office who I think is brazen with her questions. She goes probably where she doesn't have any business but these techniques of question asking pointed questions may actually be leading her to more successful conclusions that help progress the client forward.
Would love to hear what strategies for active listening are used and where you draw the line with asking questions.
An Marshall, REALTOR
Prudential Network Realty
Extremely Full Service
Ranked #1 for Seller Satisfaction, by JD Power & Associates
www.AnMarshallOnTheMove.com
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email:an.marshall@prudentialnetworkrealty.com
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