“A great man is always willing to be little.” Not sure where I heard that first but it makes sense in sales.

Rather than playing the game of ‘impressing‘ the prospect (which we all do, albeit unintentionally), why don’t you aim to be “insignificant.”

Let their pains and dreams take center stage, instead of yours. It just might be that they develop so much rapport with you from being heard, they actually buy something.