QUALIFYING ... sounds more like something a NASCAR driver does just before the big race, or what we all have to do when we’re trying to talk our friendly banker into a loan. But it’s not something that a top-notch sales person does. No, a truly successful sales person thinks a lot deeper than simply “qualifying a prospect”. He or she thinks more like a doctor diagnosing the patient’s illness, or a top-notch detective determining the clues that would solve the big case.