How do you determine if there’s a fit worth pursuing? Typically, you would conduct a process of inquiry or an investigation. Woven into the fabric of any investigation are questions. (We will explore how to craft the right questions during a needs analysis and weave them into a cold calling conversation in the chapters that follow.) Instead of the prospect interviewing or qualifying you, this brings new meaning to the phrase, “Qualify your prospects!” Now, you’re the one doing the qualifying.
