A detailed casual analysis should be made in order to get yourself on the track fit enough to ask yourselves what are your customer's needs, what level you are satisfying them.
You need to ask yourself a few questions: What do you need to know more about the customer if you have to sell more of your product?
You should think from your customer's angle and ask yourself " What do I need to do to get my customer more profitable?" .
You should help your customer by discussing matters usually profitable ones which he is more interested. He can start asking you more number of questions of his interest later.
People usually don't care how much you know unless they are assured how much you care for their benefit.
Give few hints of the services you provide that are closely related to your customer's business. For this you need to make a through study of your customer's market. This naturally helps your customer to come in your line.
There are few methodologies of computer based learning is one of them where you give a detailed view of your sales and products - your customers will naturally tend to show lot of interest in asking questions since these methods are most user friendly. This was one of the methods we follow in our company to attract our customers.
You can also indirectly help your customers by referring them to a few business articles, unique marketing concept, etc.
You should be a valuable business resources for their customers.
