Step 2

Buying process - Develop Strategy & Initiatives
Selling process - Create plans linked to your client’s business plans

At the end of step 1, you should know if there is business there for you or not.
If there is, step 2 will see you create curiosity and interest in the mind of your client, and you will start speaking about a specific solution or area or interest – that is in line with their business priorities!

If you do steps 1 and 2 well, you will win and your competitors will lose (most of the time).