When your intention is no longer about making the sale, it takes the pressure of having to sell off your shoulders. Therefore, prospect initially to see if there’s a match between what you have to offer and the unique needs of each prospect. Ask more questions to determine if you want them as a customer and whether or not you can truly help them. Otherwise you’re adding to the pressure of booking an appointment with someone who may not be ready or may not be the best prospect for you to invest all of your time in. This becomes a great way to prioritize and qualify your prospects.
