With this, you'll be able to study what the client really wants and needs. Focus your attention on interpreting messages and body language. 70% of communication is physical, so listening and analyzing behaviors is also important.
Analyze the Problem the Client Presents to You
Solutions are born from listening. Listening gives rise home owner database to the ability to analyze the client's problem.
For example, if a client comes to you explaining that they invested in a previous project and didn't get the desired results . And that their budget is now limited, responding that you understand their position, and there's a catch, failure is the fate of this negotiation.
But if you put yourself in their shoes, and tell the customer that you understand, and give them a range of options according to their needs, closing a deal will be an almost certain possibility .
It is based on the application of instinct as a means of making decisions. The affective heuristic is based on how the person feels in the place and situation being evaluated.
You have to be aware that perhaps the facts as they happened aren't as important as making the customer feel how they feel. If the customer has doubts because they keep thinking "something will go wrong," asking the right questions will help.