There is a reason a person has 2 ears and 1 mouth. Listen twice as much as you need to talk. Have them articulate their immediate goals and their long term goals. Try to weave in a personal conversation about what that means to them.

Get them talking about themselves and throughout that conversation, you can probably start to identify ways to help them. During that conversation, pick out key words or potential phrases that the potential customer likes to use and use them in your own conversation. It will help bridge the personalities and make people feel more comfortable when speaking with you.

Sahil