The principle of Conversation (Give to Gain)
We have two ears and one mouth. Nature itself has decided we should listen twice more than talk. All we need to do is to find out what a person wants and to give him/her a vision of fulfilling that desire through products/services/profit. What exactly does a person want? Why is a person in a good/bad mood at that very moment? What problems does she/he have? To find out all that, it is necessary to ask questions and to listen carefully.
If it is necessary, write down what the person says in order not to forget some important detail that could be of the crucial importance of your presentation later. The goal is not that the person buys something from you, the goal is that the person acquires confidence in you. To become a person of confidence it is necessary that you always listen to what others have to say. Simply, you should take care of people. Thus, you will always have credibility with your clients/partners. Just listening is not a solution. In many cases, it is necessary to help the other person by giving them certain contact/recommendations in order for this person to improve their job. In return, the other person will become your client/partner.
When you give presentations to poor people, give them the vision that they could get rich. When you present to a rich person give him/her a vision that he/she can become richer. Bear in mind that rich people do not buy products/services that you offer them, but they buy your energy and positive thinking.
See you on the top @dobartim
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Source: From Dr Great Success - this is part of my own book.