So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter. Get over yourself and your feelings, because they don’t count!
A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you. If they’re quiet and unresponsive, the only way they will buy from you is if their pain is so great that they have to buy from you or they just care about a low price, which is more often the case.
In the prospecting phase, your objective as early as possible is to get the prospect to share confidential information with you. This is considered any information that the outside public