With its alignment to Microsoft Solution Selling Process (MSSP), the Diagnostic phase innately supports the solution provider's sales cycle, providing guidance and activities that lead the seller through a prescriptive selling cycle. You may recall that MSSP, which you were introduced to in Chapter 2, Solution Selling and Driving Due Diligence, was created to enable Microsoft's internal and partner sales mechanisms. As we discussed, MSSP is based on the solution selling concept, a philosophy that helps the solution provider and their buyer to forge a trusting relationship between them, while facilitating a working relationship between the two parties to craft a common solution vision for the mutual benefit of each other.

The following diagram shows the Sure Step Diagnostic phase flow and alignment of the seller with the MSSP. The flow shown in the diagram specifically depicts how the sales cycle for a prospect, or new customer, is supported. The Sure...