To generate a buyer�s interest, a seller must clearly identify needs and see ways to solve problems or create opportunities. This is best achieved with the help of a multi-step questioning model: uncovering buyer interest areas, identifying buying perspectives, and creating capability statements customized for each buyer. Information gathering is arguably the most important step of any selling cycle. The needs, wants and opportunities you uncover during this critical stage determines the solutions you present, the way in which you present them and, ultimately, the unique customer value they provide.
