Hi,

Should the Probe step be a sales meeting unto itself?

And then you schedule a later meeting based upon the information gathered from the Probe?

Or ...

Should you conduct the Probe Step, the Apply Step, the Convince Step and the Tie-up Step all in the same meeting?

If you do separate the Probe Step from the remaining steps to customize your Apply Step response, what are the criteria for knowing whether you should conduct a separate meeting?

Wouldn't conducting separate meetings risk the sales process into breaking down?

Thanks,

Mike