If you lose a customer, find out why. If you win a customer, find out why. If you want a customer, find out what he or she really needs and provide it. Your mixture of asking and telling in the course of a day should be question heavy. Don't be bashful. Ask. Tug at loose edges. Try to get to the emotion behind people's buying motives. Break the rules and make the deal while your competitors try to figure out what happened. Ask, listen, and respond to the information you discover.