The old adage was AIDA which stood for
- Action (sometimes Close)
The second point there is Interest. And how do you gain the interest of your prospect ?
I ran across this old post from S Anthony Iannarino where he writes about being interesting and what it takes to get your prospect’s to listen and it’s not presenting with a flashy iPad that’ll do it. It’s something more, something that takes more work and more time, like many valuable things do. A good wine doesn’t just happen overnight and nor does developing the ability to be interesting.