Step 1

Buying process - Evaluate business environment
Selling process - Understand your client’s business and product environment.

Step 1 is the big planning stage.
This step enables you to identify new opportunities.
The KEY OBJECTIVE of step 1 is to prove to your client that you are worth speaking to – even if you are not going to sell anything on this occasion.

This is the beginning of the relationship, so it has to be good!