Asking and Listening to Get the Answers
Many years ago I managed an employment agency in Houston. For the most part, we all got along. This was not by chance...when hiring I wanted to make sure not to bring in people who could rock an otherwise smooth sailing ship.
We weren’t like the Stepford wives though. Everyone had their own strengths that they brought to the agency. There was a balance that could be toppled by just one unhappy camper.
One day that unhappy camper came to my office. Her production was down and I wanted to see what I could do to help her.
She began to list what she thought was wrong but not with her but with the office. The color of her office wasn’t right. We all needed more light. At that time, you could still smoke in the office, but she thought everything needed to be replaced, carpet included. ( I really can’t blame her for that one.)
As I asked her questions about what I could do to help get her back on track, it became clear to me that it boiled down to one thing...she didn’t want to be there.
When I mentioned this to her, she finally admitted that she didn’t and probably didn’t realize it until she started talking about it.
How could this possibly be related to you?
What about your clients? Buyers who can’t seem to find a house they like. Sellers who throw up all kinds of reasons for not adjusting their price.
Let the kinds of questions you ask guide them in a way that allows them to discover what the real issue is.
In our personal lives, if we learn to ask enough (and the right) questions, we can start to head down a path of understanding why someone is thinking, behaving, talking the way they do.