Find what really interests them more than anything, what they really love, what they really like to talk about, what they'd rather be doing more than anything else in the whole wide world, and feign ignorance about that subject and let them talk, and you will have won a great deal of their confidence and respect. Because we are all, after all, in love with ourselves more than anything. My wife and I, as a team, used this in sales all the time. By the time they're done gushing, they feel indebted to use your services and no one else's. Thank-you and send money.