If a prospect is going to say "no," would you rather know right now, or months from now after you've poured tons of time, energy, and resources into following up with them? Right now, of course! That's one of the first concepts we help our clients learn. It saves tons of wasted time. And if you waste time on the wrong people, you're robbing the right people of that time. However, you can take that concept too far. If you're not careful, you can make assumptions and judgements that aren't correct, and end up disqualifying a prospect too early in the process. You end up deciding that they aren't a good fit instead of letting them discover that for themselves!