While it is important to hear every word of what your client says, it is also important to only focus on the words that will be beneficial for you. This means considering some details of what your client said while automatically dismissing some of it. We call this selective hearing, where we just take in what we want to hear and ignore those we don’t want.
Selective hearing can be especially helpful to real estate negotiations. When handling negotiations with sellers and clients, it is expected that there would be some objections and maybe some disapproving remarks from the other party. One way to ensure that the negotiations would flow as smoothly as possible is to enhance your selective hearing skill.
The most important benefit of selective hearing when in real estate negotiations is that it helps you build a wall against negative attacks from the client. You’ll be able to ignore them and continue on with the negotiations without taking things on a personal turn.
Another benefit stemming from the use of selective hearing is that you are reminded not to believe everything your client says. It also reminds you to look deeper into the details, into what he or she is not saying.
You can also use selective hearing to your advantage by modifying some things that your client has said. It allows you to restate what your client said, and modify it a bit by adding or deleting or changing some words to build the negotiations in your favor.
Selective hearing is very useful not only in real estate but in all businesses. It helps negotiations and deals build up as you like it. You’ll also find that the real estate negotiations will go smoothly with selective hearing.