Bry Cox recordied a course for us on high end sales, which you can find on the InvincibleRobots.com. Here is one of the tips, called "Feel, felt, found.
You can watch the video version here: https://www.youtube.com/watch?v=bZ4ilp8k3xw
0:50 - Attitude will subconsciously alter your mind.
1:10 - People have concerns, but don't always express it. First step is recognizing the concern.
2:10 - How to identify the concern from what people say
2:35 - It's not always the first thing they say
2:50 - Show you're listening and have empathy. Use this formula: I really understand how you FEEL, I FELT the same way, what I have FOUND is...
3:48 - Use the framework when dealing with anyone so they feel heard and understood
4:20 - Be authentic.
4:50 - This helps you not just respond without thinking and get into the right mindset.