Qualifying early and quickly is a must but for a successful sale to happen it must quickly transition to implicating the pains found and spending a lot of time

Qualifying early and quickly is a must but for a successful sale to happen it must quickly transition to implicating the pains found and spending a lot of time there otherwise there's nothing to come back to and once hot prospects can go cold quickly. This is especially true for B2B sales with long sales cycles, not as much for sales which can be closed in a single meeting. The money is in the former.