Seems obvious yet use your customer language.

I used 'integrity' my customer used 'consistency, I then had a choice build rapport or be inflexible. I adapted and chose his language rather than risk resistance.

I used 'ecommerce' customer used 'on-line sales'. I had a choice build rapport or risk resistance. I adapted and chose his language.

Both of these adaptions led to effective pacing and building relationship during the vital - discovery phase of Enterprise deals.

What if you chose next pipeline opportunity to enter your customers world by using their language.