Progressive Qualification
When someone walks onto a car sales forecourt, the first question the sales person should ask is 'Are you looking to buy a car today?'. This question Qualifies the client to a relevant level to inform the sales person for the rest of the interaction. For example, if the forecourt is busy with customers, it would be appropriate to politely wish them well in their browsing, invite them to ask if they need any help and then move on to find someone else who IS there to buy that day.
In the Enterprise Approach a lead becomes Progressively Qualified as it moves through the organisation. Each Point of Contact is able to understand the current client expectations, to further qualify to a relevant level and to record this new level of qualification for the next Point of Contact.