Listening: 5 Tips To Help You Produce Better Results


listeningI don’t know about you, but people who talk too much can sometimes be annoying. They’re so caught up in what they’re saying and selling themselves as an expert that they forget about the most important person in the conversation – the customer.

If you’re talking more than 50 percent of the time during a conversation, you could be alienating others. Ask yourself these questions and start learning tips to improve your service with buyers and sellers:

  1. Are you creating a dialogue? You may be so focused on making a point that you begin talking at your customer rather than with them.
  2. Have you ever interrupted someone when they’re talking? (Huge pet peeve of mine) This can often alienate someone and is hard to overcome. Try to resist the urge to rush the conversation too much.
  3. Are you asking the right questions? During the conversation, find out what’s most important and make notes of it. Ask the buyer to rate the features they want in a home in order of importance. For example, if they want a home with a large dining room, find out how many people it needs to accommodate.
  4. Are you listening with both your ears and eyes? Some people will tell you what you want to hear, but their body language may say something else. Pay close attention to their eyes, if their head is tilted, if their arms are crossed, if they’re nervous, etc. This could mean they’re impatient, annoyed or they’ve tuned you out. Listen for the tone of their voice too.
  5. Are you distracted or trying to multi-task? If so, you could miss out on a key piece of information. It also tells the customer that they’re not important enough to have your full attention.

So what do you think? Could your listening skills need some tweaking?

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12 Responses to “Listening: 5 Tips To Help You Produce Better Results”

  1. Arthur Harris Says:

    Great post Tisha, I am very guilty of trying to talk too much. I need to remember why God gave me two ears and one mouth. Be a good listener and allow others to have their say.

  2. Sandi Rdorick Says:

    Whatever generation title we’ve been tagged with, we’ve all experienced the “ME” Generation.
    No matter how experienced we have in certain fields or professions, the time in front of a potential client should not be so much about us but about them. The client wants to know more about what you can do for them to accomplish their goals rather than what you’ve done prior to the meeting.
    While your credentials are important and will come up in the conversation, it almost always ends up with the client wanting to know how you will benefit them and that point can’t be made if you make the conversation about the “I” generation.

  3. Anne Langley Says:

    I too am guilty of not really listening with my eyes. I fail to hear and see what they are really saying. Listen and Learn.

  4. Lynn Stephens Says:

    Oh my gosh, this is such a great tip. I know so many people who are guilty of this and it is a pet peeve of mine also. I try so very hard to NOT be guilty of this.

  5. BeinSon Bracey Says:

    So true Tisha, I enjoyed meeting you on Tuesday and look forward to working with you on a daily basis! Keep up the great work, love the article and will incorporate this and my professional as well as my personal life!

    • Tisha Gay Says:

      BeinSon, it was a pleasure to meet you too. I’m glad to hear you joined Metro Brokers. If you ever need anything, feel free to call me.

  6. Gaile Johnson Says:

    “If you’re talking, you’re not listening” – I overheard these brilliant words years ago from my child’s teacher & the phrase stayed w/me. Is there a CURE for multi-tasking?

  7. Tisha Gay Says:

    We’re all probably guilty of talking too much from time to time so don’t beat yourself up too much. Glad you’ll enjoyed the article.

    What do you think if I write a post about learning how to read your client’s body language?

  8. David K. Scott Says:

    I think that everybody talks too much at times. Sales people have to realize that listening works as well as or better in most cases than talking does. If you listen long enough and ask the right questions people will tell you what they need and want.

  9. Brenda Regan Says:

    OOOPPPSSS!!! Good Reminder! Thanks I won’t say a word:-) Well, maybe one or two
    The Regan Team

  10. Jason LaCoste Says:

    I guess your mouth has to be in neutral for your ears to be in drive.

  11. Property Hanoi Says:

    Thank you for sharing. Those are good points indeed. As much as at times it is easier to do the talking, in some cases it may be more important that we are able to lend an ear to them.

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