How do you consider the importance of prospecting a customer before discussing the product/service with him/her?

I guess when ever someone makes a sales call whether its cold ,warm or hot striaght a way if someone gets into product and service details its not much appreciated because customers get offended so first impression is best impression , if we talk them about their company , how long he/she is working in company and start to build a rapport it always help. As human relationship is most strongest one and it always helps in making sales go through smoothly if not also they will surely consider your company and products for future procurements just because of the approach 

i believe it would save you time and built a relationship with him.

prospecting is very clever and practical way to start.

information gathered will be helpfull in setting up your sales pitch,argument,and closing techniques.

Prospecting customer before selling is cooking food before eating or knowing your partner before sharing marriage proposal. Best of services/solutions would fail if prospecting is not done before selling.Like diagnosing before offering any medical assistance to a patient is the most important aspect for survival of latter