December 2003
Intermediate to advanced
300 pages
6h 14m
English
Content preview from The New Solution Selling, 2nd EditionBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER FIVEStimulating Interest
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 ...
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