Empathy means understanding how the other person thinks and feels. It’s putting your feet on their shoes. How can this make you close the sale?
Stephen Covey, the author of The 7 Habits of Highly Effective People, is famous for saying “seek first to understand, then to be understood.” Why will your Client listen to your sales pitch when you don’t even understand him?
Before you expect your Client to understand you and listen to your sales pitch, you have to show him first that you understand his feelings, needs and wants.
Ask him questions. Gather data. How many bedrooms does he need? How many parking spaces? What location does he prefer? All these information will be vital for you to know what house you can present to him that he will surely love.
Most important of all, ask about his interests, hobbies and passion. Does he like gardening? Does he like playing with his kids? Does he like reading? These things are very close to his heart. When you are able to capture it in the house that you present to him, you will definitely gain his trust and most likely close the sale.