This is an important step in the entire sales process. Here the salesperson takes a qualified prospect through a series of question and answer sessions in order to identify the requirements of the prospect.
During this step, the salesperson will attempt to help the buyer identify and quantify a business need or a “gap” between where the client is today and where they would like to be in the future. Based on that gap, needs can be clarified to determine if the solution will fill all, or part of the overall gap.