When a client initiates the conversation or reacts with interest and curiosity to something we initiated, we are in the qualifying phase. During this time, we move together to discuss value and demonstrate trust in a meaningful conversation between the salesperson and the prospect.

If you feel strung along and misled, this one’s for you - as Bill and I discuss Sales Process Part 2 - Qualifying.  That and much more on episode 460 of the Winning at Selling Podcast.