I was at a recent meeting where a salesman introduced himself. He sold data processing services to small and mid sized businesses. A member of the group asked him who his prospects were. The salesman said, “If they breathe, they’re a prospect for me.” That’s when I groaned. Doesn’t this salesman realize that all prospects are not equal? It would take longer for him to sell to those prospects who are not experiencing the conditions where he would be needed. Did he think about what those conditions were? No. That’s why he thinks that everyone who breathes could be his customer. I wanted to tell him that those breathing prospects might buy from him in 50 years. Could he wait that long? 