Rules of thumb...sell nothing but the need for an appointment on a phone call or initial call.
Also never "sell" during your fact-finding for several reasons:
1.) The fact-finding process gets interrupted or stopped.
2.) You come across like a dog salivating over fresh meat.
3.) You tip your hand and lose some of the thunder you will get from your proposal.
4.) You inspire additional questions and thought processes that the prospect will then discuss with competitors. read the rest in the sales tip from Old Glory (it's 3/4 down on the page
Enjoy these threads from ten years ago this week!