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.
Source: Marketing consultant Lee Ann Obringer
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