It's easy for clients to think of salespeople as the product they're selling. And, it's just as simple for a salesperson to look at clients as the products they'll buy. The problem with dealing with people this way is that in this equation, each of you is interchangeable. The very moment that either of you believes there could be a better deal elsewhere is the very moment when a potential sale is lost. So if you want to be unique (and therefore specific to the equation), it's imperative that you build a relationship with your clients. And what's the first step to building a relationship? Breaking down the barriers that separate the two of you!

Our problems have a habit of becoming barriers between ourselves and the rest of the world. It's all too easy for anyone, especially your client, to become swept up in the problems swirling around him or her and forget about everything else.

Now, we all know that everyone has problems like our own. The server that forgot your order may be preoccupied with an argument he had with his spouse. The angry email you just received could be from someone who's stressed out about their own workload. The co-worker that snapped at you for no reason may be worried about how she can pay her bills this month. And most importantly, the client you've just met can be preoccupied with these types of problems at any given time.

If you want to build a strong relationship then, you need to immediately break down these barriers. What are some of the quickest ways to do this?

Break down your own barriers. The long, stressful commute you had today? Never happened. The anxiety pangs you're starting to get about your next house payment? Nonexistent. Make sure to check your own problems at the door and give your prospective client your full attention. If you can break down your own barriers beforehand, you've already won half the battle.

Ask questions. Instead of going into your "tried and true" speech that may only touch on 3 of your client's 10 burning questions, ask questions about your client's current situation and the problems he's facing. You can still reach into your bag of tricks, but now you'll know exactly what to pull out.

Meet their expectations. All clients have an idea of what they want their experience with you to be like. To meet and exceed this expectation, stay friendly and stay engaged. Now is not the time to start trying to figure out facts and figures in the back of your head while smiling and nodding. Make sure that you come across as knowledgeable and ready to answer any questions they may have. And most of all, let them know that you're confident that this is the best decision that both of you can make.

There will always be obstacles when it comes to working with clients. But if you keep these ideas in mind, then you'll definitely make it over the first and greatest hurtle.