This will build trust and help the client understand that you are concerned about their interests. One thing you have to remember is that you are a professional, and professionals get paid. Every time you go to a meeting, realize you're also selling a quality product from a professional company. Don't ever drop your price without a fight and for a good reason. A key to rapid success is to sell an expensive product.
Expensive products mean large commissions.
Practice your closes and trial closes. Start a library of close approaches you can use. Each client is different, so you also must be able to adapt instantly. Using good listening skills combined with research and honesty will generally make the close very easy. This is an awful way of looking at the close, and it will lead to poor performance.