Enlightened Detachment

Instead of being attached to your own needs of making a sale or making
someone do something, just let go of it. Take your own needs out of the
equation and focus more on theirs.  After all, it's really not about the
sale. It's about focusing first on whether there is a sale to be made. And
the only way you can find out is to allow them to talk about  the difference
between what they have and what they want. And if there is a difference, are
they prepared to do something about it?

People make changes based on the level of importance of this difference.
Allow them to surface what they already know so that they can hear, feel and
think what they are saying. You do this by asking the right types of
questions and appropriately responding to their answers usually before
talking about your solution. This takes the pressure off yourself while
allowing the other person to put pressure on his or herself. They'll soon
enough persuade themselves to look at your solution when they feel the need
after answering your questions!

Excerpt from Michael Oliver's  daily email blast