(Maybe everyone on earth already knows how to accomplish this so if this is something you've been doing since 1979, please pardon me.)
You can intentionally engineer something like this to happen.
I was asking the prospective client some questions, basically these were the "what do you hope to get out of this?" type of questions. And his answer was something I usually hear as an answer... which was a benefit he was looking to derive as an outcome...
[that's the first thing about this. You already know what they're likely to answer as their desired outcomes ]
...and I repeated that benefit back to him, lowering my voice for emphasis.
Then some time later during the sales presentation itself, showing what I can do, I asked what would it be like if he had my service. And he answered stating a benefit related to the one mentioned earlier.
[and that's the second thing about this. You know you're going to show people how you can get those results for them, results which bring those same benefits they told you they wanted as an outcome earlier.]
And so I repeated that first benefit back to them again, tieing it in. Lowered my voice again for emphasis. I repeated back the benefit they originally stated about what they wanted to derive out of my service.
It made the point dramatically.
Here's an example just to illustrate so for this example let's say I was selling physical trainer services:
Me: "And why would that outcome be important to you?"
Prospect: "Because I want to be able to feel better about myself. Have more energy."
Me (spoken as if making a point): "Feel better... have more energy..."
And then later after presenting my services and showing them a before and after of my clients I ask, "what would it be like if you had these results?"
Prospect: "I'd be more physically fit, have more self confidence."
Me (making a point): "Because you'd feel better... and have more energy."
Prospect (as it dawns on him): "yeah..."