In my experience with RME 360 out of Tampa FL, I have found that if you take the time to identify your sales process fully and learn your customer path then you can hold their hand all the way through to the end.

It might look like this:
connection-pitch-prospect entertains your services- mock piece- close- deliver- resale.

This is called pacing, or proposing next steps in Janek terms. If you tell the prospect the exact experience they will receive, and follow it, your conversions will be much higher.