Clients are people, not payments. It is absolutely essential that they are treated as such, and nothing short of a person that you are trying to assist. If you give value, you will inevitably receive it in return if you play your cards right with contracts, documented agreements, and set payment milestones.
When in any closing situation, it is important to respect the fact that the person on the opposite side of that call is somebody looking for help, guidance, and service (or a product). This being said, you have to be patient, respectful, and provide said guidance or service/product to the best of your ability, and make the proceeding process as simple and painless as possible.
In the stages of negotiation, comprehending the client's budget requirements are absolutely essential. Any given prospect is not just some person to close and get payments from, they are a real person, with a real problem, and a real interest in pursuing the solution to their problem. Be flexible with the pricing and clients will feel a connection with you as the your company's representative, a connection to the brand, and a feeling that they are indebted to your team. This means more referrals, and more success for your business. The way clients are treated and the experience that they have reflects the brand and appearance of your business as a whole.
Respect your clients, and they will respect you. Your business will grow as a result.