prospect and the value you can deliver rather than what you can gain if you sell. • The initial intention of prospecting is to determine if there’s a fit worth pursuing. • Detach from the outcome to respond effectively to each prospect and eliminate the chance of unfulfilled expectations. • Put the power in your court by asking yourself, “Do I even want this prospect as a customer?” • Be present, because the creation of new possibilities only occurs in the moment and not in the past or in the future.
