Like good modern art, you know it when you see it. It involves having experience, being a good listener, thinking about the response before the response is made, acknowledging strengths and weaknesses and, most of all, being honest with the buyer. For example, there are times when it doesn't make sense for the prospect or the client to buy the product. If so, don't force the sale. The client will respect you for your integrity, the relationship will grow and a one-time lost sale turns into a lifetime account.
Conviction really counts .
Conviction is the easiest to convey. I want to help you. I want your business. 3 C's must be measured out . Contrast that behavior with my own recent experience in bidding out house renovations.