Probably you are more visually oriented. Then you are probably more of an auditory or kinesthetic. If this is true of us, it is true of the other person. Companies have spent thousands of dollars educating their salesmen to utilize this knowledge. By taking special note of the words and phrases your prospect uses.
People often use expressions that indicate which modality they are thinking in at that moment.
When you hear these expressions, sit up, take note. They are signposts pointing to that person's modality. You respond in the same manner. Start using expressions in that person's dominant modality. Because words convey ideas to the other person's mind.