The How of Prospecting

  The best way to begin prospecting is to display a genuine interest in the other person interest in the other person, which brings us back to an oft-made point. When you're the right kind of person, your chances of becoming an effective salesperson are much, much better. Here's what I mean. My mother and my wife would rebel at the thought that they would be very successful salesperson since neither ever "officially sold" any goods, products, or services.

Yet each of them would have been superb because they're the greatest natural "friend makers" I've ever seen.
  My mother could get aboard a bus for a trip, and by the time she reached her destination, she would  have made a lifelong friend of the person seated next to her. They would correspond with each other for years. She has a genuine interest in and concern for other people. The same is true with my wife. When we're aboard in an aircraft or, for that matter, waiting in a line at the airport, in a hotel to check in, or in a restaurant to be seated, the chances are excellent something will happen-the conversational door will be opened, and thirty seconds later my wife will be engaged in a conversation that would lead you to believe a lifetime friendship was inevitable, I am fascinated and in awe of the way this happens.

Selling by Zig Ziglar