There is a direct correlation between the quality of your sales performance and the quality of your preparation. You sell better when you prepare better. Regardless of what you call it, the Pre-call Diagnostic or the Customer Needs Assessment, the more research and discovery you do with your prospect before the presentation, the higher your closing ratio will be.

While there may be many more key factors to learn about the prospect's needs than just what the ABCs of Qualified Presentations require, the ABCs are certainly among the top bits of information you need to know before you proceed with a presentation.