The most important thing for me about prospects is that they understand selling is a process we go through together. They need to have an open mind and have decided to be a participant in the process so that we can arrive at the best solution for their problems. In some cases I may not sell that solution, but the goal is to get through the process of them understanding their problem(s), ensuring they are big enough to solve (some are not) and then working through the solutions together until we get to a deal.