Are you a good listener? If you’re not, you should work on improving your listening skills. Author John Asher, who regularly speaks on sales and sales management, says good salespeople are active, not passive, listeners.

But what exactly does that mean? Passive listeners aren’t focused on the speaker and spend more time thinking about responses.  Active listeners ask questions, keep their focus on the prospect, and retain what they hear. They listen with the intent to understand.

Asher says the following questions will help you practice active listening while making the process more efficient. Read  Asher’s full article in the latest issue of Texas REALTOR® to learn more about why you ask these questions.

  • In your opinion, what is the problem? Or, in your opinion, what is behind this opportunity?
  • Could you tell me about your time frame for this project?
  • Could you tell me about the process you use for this type of decision?
  • Could you tell me what you look for when choosing a real estate agent?