Listen to the emotional side of your prospect or client

Emotions are tied into almost everything we do even if we don't realize it. Your client may mention off-hand that they are really stressed out about a particular project they are working on (even if it doesn't relate to what you're selling them).

Make a note of this and see if there is anything you can do to assist them. You may have another client who had a similar dilemma and found a good solution.

Make those connections and help wherever you can. You'll be rewarded with loyalty from all of your clients.