Avoiding complacency

Nothing is ever the status quo, even when you think you are dealing with the same-old, same-old.

Listen with "new ears" and intercept new selling opportunities when meeting with clients. Always bring some "news" to the table, as well: A trigger event impacting the customer's industry, a piece of information about competitors relevant to your client, etc.

If you remain "fresh," both you and your customer will always be looking forward to your next meeting.