It is Terms & Conditions that counts!

For last passage, timing is mentioned. Actually, timing could also means "terms & conditions".

When the timing is right, that means that your prospects' "terms & conditions" are fulfilled, so that he will definitely buy from you.

So, in order to make a prospect becoming your client, you should think about what are their "terms & conditions". Is it your appearance, or your professionalism, or he sees you as untrustful, or your product not meeting their real needs etc...?

So, everytime go seeing prospects, keep in mind to find out what are their "terms & conditions" and fulfill it, and you will make the sale then.