No Fixing

A prospect appears.

They’re exactly who they are in this moment.

Suspicious, rushed, focused elsewhere.

Your mind wants to persuade. And fix.

Notice that urge, smile at it, let it pass.
No hammer, no chisel, no fixing.

Just humble curiosity. 

Example:

Prospect: “SDR development isn’t a priority for us now.”

You: “Sounds like other initiatives are front-and-center, and adding SDR work would just pile on.”

No push, no pitch.
No fixing.

Just space.
Understanding.

In that space people often relax.

Sometimes they lean in with new information.
Sometimes they keep the door closed.

Either way you’ve met reality without struggle and carried no weight that wasn’t yours.