If you are in sales...
Are you ready? For the next appointment? For the next sale? Will you pitch big? Will you sell them what they need, not what you think they'll buy? Are you willing to stand up for your recommendation and not let your customer talk you down in program or price, because anything less than what you are recommending won't meet their needs.
Listen to your customer. Ask high-gain questions that will give you answers that you can solve the customer's issue. Recap the situation and present your recommendation. Both physical and mental prep tied with excellent listening skills and a solid recommendation pave the way for a sale. But none of that matters if you if don't close. Master multiple closing techniques, and use the best close for the situation you are in.
So don't assume you know about the customer, just because you've handled like-businesses before in the same industry. Don't assume you know the answers, even if you have called on the customer before. Take the time to get ready.
What is your idea for the customer? Be confident. Speak clearly and don't rush or skip the process. How you prepare and get ready determines how you finish. So get ready and go make it happen. After all, it's the right thing to do and it models the way for others.