Positive problem solving

No matter how much preparation and effort you put into pitching to a potential client, it’s likely that they’ll want to make some modifications to your proposal. In situations like this, you may find that positive problem solving may simultaneously help ease your client’s worries and help you to put forward a more effective proposal.

Here are three tips to assist you with developing these techniques.

Step 1 – Be an active listener. In order to fully understand the message your client is communicating it may be worthwhile to convey interest by actively listening. Active listening involves verbal and non-verbal signs of listening, such as nodding, maintaining eye contact and providing encouraging words. Demonstrating that you value your client’s opinions and input may assist you in building trust with your client.

Step 2 – Ask follow up questions. Another way to emphasise your attentiveness could be to ask your client follow-up questions on points they raise to demonstrate you’ve paid attention to their questions. By asking relevant questions you can also show your client you’re interested and willing to pay attention to their concerns and point of view on an issue. You may also be able to use questioning to elicit more detailed responses from your clients in order to help tailor your proposal to better suit their needs.

Step 3 – Clarify the message. It can be easy to listen to your client but still misunderstand their needs. It may be worthwhile to seek clarification by asking open questions which allow your client to expand on any potential areas of misunderstanding. This can assist you in identifying and clarifying any areas of confusion and by doing so you may be in a better position to solve their problem.

Posted by Reality Bytes - Real Estate Training Blog on 14/03/2014 at 12:00 AM | Categories:


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