Wouldn't it be great if there was some kind of formula, so every time you met someone, it worked like that?
Of course interpersonal interactions, and relationships, are too complicated to totally explain in formulas. But it is possible to look at data, find trends, and draw some conclusions.
This article talks about a book that can help you get closer, at the very least. Of course, as they say, it takes two to tango - but there are things that you can do to help foster that kind of connection with people. In business, and in your personal life.
You might even try to apply these ideas to your relationship with your customer.