When is it appropriate to move to the explore phase in sales?

The explore phase in sales is a crucial step that involves a deeper understanding of the buyer’s unique goals and challenges. It is appropriate to move to this phase when the buyer expresses interest in their goals or challenges because this signals that they are engaged and willing to have a more meaningful conversation about their needs. By actively listening to and discussing these specific areas, a salesperson can tailor their approach and provide solutions that resonate with the buyer’s situation, establishing a stronger connection and trust.

In contrast, confirming the buyer’s budget, responding to outreach, or researching the buyer's context alone do not necessarily create enough context or engagement to warrant a move to the explore phase. While these actions are essential parts of the sales process, they do not provide the insights needed to dive deeper into the buyer's motivations and requirements, which is key to creating value in the exploration conversation.