The way I develop relationships with top customers is that I try to understand exactly where they're coming from and try to see from their perspective on what they want and what they need and not try to upsell them anything that they don't want or that or that they don't need. When you're talking with a customer they're coming in with a game plan already. Their mindset is already made up on what they want and what they need for whatever reason they're coming in for. So you really just need to apply to their need and understand exactly what they want and try to give them what they want and don't try to upsell them. Don't try to give them this and say hey this might be better this is my work for you or you can do this. You can't do that with a top customer. Give them exactly what they want and make sure that you understand exactly how they feel and why they came in and they're talking to you.