People buy from people they like and people with whom they are comfortable.
In the same way, your prospects schedule meetings with people they like and with whom are comfortable.
So, be courteous, be genuine, and listen! Give your prospect your complete attention. When your prospect tells you of her concerns, try to repeat them back to her. This does two things: it shows your prospect that you are listening, and it makes sure that you get it right! If you do not, your prospect can correct you, and then you will get it right!