As a sales professional, your job isn’t just to sell a product or service, but also to build long-lasting relationships with your clients. To do that, it’s important to understand that the investigation stage is the most important step in the sales process. Here’s why:

First and foremost, this stage is where you learn about your potential customer and their unique needs. By asking questions and gathering information, you can begin to understand their pain points and tailor your pitch to meet their specific needs. This shows that you’re listening and deeply understand their problem, which builds trust and credibility.

Additionally, the investigation stage is crucial because it’s where you can set yourself apart from the competition. By asking thoughtful questions and being genuinely interested in your customer’s needs, you show them that you’re not just trying to sell them something, but that you’re invested in their success. This can set the stage for a long-term relationship rather than just a one-time sale.

So, how do you do the investigation stage right? Start by doing your research on your potential client, whether that’s through social media or LinkedIn. Next, make sure you ask open-ended questions that encourage your customer to share their story and their pain points. Finally, listen actively and take detailed notes so that you can follow up with specific solutions in your proposal.

Remember, the investigation stage is the foundation of the sales process. By doing it right, you can win sales and build long-term trust with your clients.