Every salesperson is expected to identify people or companies that might be interested in his/her company’s products or services. Sometimes the prospect may not be a decision maker or in need of the products or services, in that case, he/she is no longer a prospect. Therefore, it is essential that salespeople qualify their prospects so they can put their efforts on the people who are have the desire and ability to buy the product or service. Salespeople are not supposed to make a pitch right away; instead they are expected to build a rapport with the customer to understand the needs of the potential customer effectively. This program helps salespeople identify and qualify leads in an effective manner. It also helps salespeople ask appropriate questions using a step-by-step strategy to understand the needs of a potential customer and convert it into a possible sale.