Which sales process step is focused on gathering information about potential clients?

The focus of the sales process step that involves gathering information about potential clients is known as prospecting. This stage is crucial because it establishes the foundation for building relationships and understanding the needs, preferences, and challenges of potential customers. During prospecting, sales professionals seek to identify and connect with individuals or organizations that may benefit from their products or services.

Gathering information can involve researching the market, analyzing consumer behavior, and identifying potential leads through various channels such as networking, referrals, or digital tools. By effectively gathering insights during this stage, salespeople can tailor their approach, enhance their pitch, and engage more meaningfully with prospects later in the sales process.

The preparation step generally involves strategizing and planning for the sales efforts, while the objection stage and closing are oriented towards handling customer concerns and closing the sale, respectively. Therefore, prospecting distinctly emphasizes information gathering, which is pivotal in forming initial connections with potential clients.