In a sales conversation it is important to let the client know you are listening and that you understand what they are saying. Both when they are expressing a need AND when they are expressing a concern such as indifference
In addition to showing respect (by listening), acknowledging encourages a deeper exchange of information between you and the client, and often it results in the client sharing more detail on their needs
You might acknowledge by saying
"Many clients of ours are dealing with similar situations"
"Agreed, it is important to have (insert feature of your product)
"It sounds like this lack of clarity is frustrating"
Acknowledging is context dependent, so working some of the clients' own language into what you say helps
How do you make your client feel heard and understood?
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