One way to ensure they receive beneficial information is to ask probing questions during your conversations to uncover needs they may not have voiced. For instance, ask about the objectives they've set for their company, and the problems associated with attaining them. Customers expect options. Customers don't want to be told that there's only one way or one solution. They'll respond positively when they're given options.
Options are essential because they create dialogue and discussion.
Open dialogue can lead to more sales. Customers expect single source service. Customers don't want to be transferred to every unit of your business to have their problems solved. They want to be able to do business with you with the slightest amount of discomfort. You must be easy to do business with.