Prospecting Is About Creating a Relationship

If prospecting is purely about creating a cell, then you're in a totally transactional process. So its prospecting about creating a relationship oris about getting a sale. It's about getting time right so that you can create the relationship. If we go back to that familiarity bubble, if people aren't familiar with you, they just say, i'm not interested. I don't want to work with you. As we begin to create that familiarity, they're more likely to give you time. The easiest way to make someone feel important is to listen to them. Tit's a basic human thing:  I want the person who is working with me to understand my problems and issues