High priced offerings need high ethics

Whatever you do, do not antagonize your prospect. Do not interrupt him when he is talking; let him have his say. Do not let him feel that you are a bore, or that you are trying to get around him by any tricky misrepresentation of your purpose or your business.

Make him feel that you are honest with him from the start; that you have come to talk business, but that you do not mean to intrude on him if he cannot spare a moment; that you sincerely believe his interests are identical with yours; that you are only anxious to discuss the matter impartially.