Focus on your prospects and their problems. Sow that you care about their satisfaction rather than yours.
Do a personal survey. Ask questions relevant to their needs and choices.
Allow them to notice the consequences of their decisions and actions. Let them know how much you care about the consequences, long term.
Ask open-ended questions. Questions are not created equal. Not only the use of words can boost your prospects curiosity but also the type of questions you ask and the time you ask them.
If you don't have the exact product, help him to get one. Building relationship with your prospect regardless of the cost brings about the advantage of viral marketing.
