O'Reilly logo

The New Solution Selling, 2nd Edition by Keith M. Eades

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER FIVEStimulating Interest

Image

Stimulating interest is one of selling’s most important skills. Yet surprisingly, it’s one of the most underdeveloped and misunderstood. When asked to prospect—develop new business—our natural inclination is to find a likely buyer (preferably someone we know—it lowers the pressure) and begin selling. We sidestep stimulating interest. Selling is our real job, not stimulating interest, at least that’s what too many salespeople think. Stimulating interest is someone else’s job. It’s marketing’s job, or it belongs to telemarketers specialized in making first calls. We have sales quotas to meet.

Few would argue that ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required