Want more sales? 

Be sure to repeat what your client tells you back to them to show you heard and understand.

From "The Science of Selling" by David Hoffeld:

"The power of an information confirmation statement was demonstrated by some psychological experiments led by behavioral scientist Rick van Baaren. The research analyzed the impact that repeating guests’ food orders back to them had on the tips servers earned. When servers verbally confirmed what their guests had ordered, tips rose by 68 percent.

After you’ve spoken the information confirmation statement, you should obtain a commitment to it. This will further assist potential customers in taking mental ownership of it. All that is required is for you to ask, “Is that correct?” Buyers will respond with “yes” or “no.” If they say no, then pinpoint the misunderstanding and make corrections. If they say yes, then progress forward knowing that you have an accurate knowledge of your buyers’ decision criteria. I have seen over and over again how sales cycles shorten and effectiveness surges when salespeople identify, confirm, and gain commitment to the prospect’s decision criteria."