On each occasion in which I meet with colleagues, professionals, merchants and of themselves to people who daily interact with society offering their products and services, I reconfirmed that always have the same question: What is the best technique to sell?
The market knowledge and experience lead me to determine if there is a technique that guarantees a success sales, while helping us to build customer loyalty, this is the famous AIDA, an acronym that stands for: Awareness, Interest, Desire and Action.
AIDA Sales Technique
This technique was originated in the fifties since when sales have been seen as a profession and started various sales training programs. It describes the basic process by which people are motivated by stimuli that lead to successful sales.
Now let’s look at how we can use each of these “connectors” or drivers, technical success, AIDA:
Awareness / Attention
We only have between 1 and 5 seconds to attract attention, either by phone or face to face visit, during which time the other person will have a first impression of you, where what counts is formed self-image and personal marketing. Despite the time pressure, report natural and relaxed way, wait to be told “no thanks” and remember that every “no”, puts it closer to “yes”.
Remember that we only have between 5 and 15 seconds to create some interest, because it is necessary to say or show something interesting and provide clear advantages and tangible benefits for the customer, the person you are contacting must have an actual or potential need to your product or service (which implies that there must have been an adequate job of prospecting). Do not forget that we must develop the skills to develop empathy (putting yourself in the shoes of the customer) to customer to understand their situation and needs.
Arousal, the seller must have the ability to interpret the client’s situation, their priorities and constraints, through questions and answers very empathic; You must master the ” technical questions “. It should build trust and establish rapport and login (chemistry) with the prospect or client, to gain credibility on what is offered. The key is to demonstrate how you, your product and your organization are reliable and respond to a real need of the prospect, with appropriate solutions, even in terms of the conditions of sale (payment, delivery, etc.).
It is simply to make the real client prospect, and is simply the desire to spend the action, you get the order, the firm order, at the close of business. By inertia or closing naturally fails, we must induce him; action or closure is having the ability to capture the moment and raise it naturally and promote agreement for the next step, whatever it is.
Of course, easier if the first three steps have been successful, it will get to close or action. That is, if the sale has been well conducted, the prospectus will come into action without further controversy. Any combination of factors: styles, personalities and behaviors, will allow the seller to establish the most suitable AIDA to address it and sell.
Now, again, the first 10 to 15 seconds is the goal of closing sales. Calling or contacting the customer or consumer at the right moment is also considered the right time. Make sure to behave professional and talk related to the subject after a warm greetings. If the consumer or customer will have a positive impression in that 15 seconds, that will be a positive for you. Don’t try to sell a product. But make the customers to like or love it which will result at the end the sale automatically.
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