How to Strategically Drive Customers Through Your Sales System
Anyone involved in the sales and marketing of a company has heard about sales funnels and their importance. What may not be quite as familiar is AIDA. AIDA is a simple acronym that was devised a long time ago as a reminder of four stages of the sales process (“Psychology of Selling” by E.K. Strong—1925). It stands for:
- Attention—first, get their attention: surprise them.
- Interest—second, hold their attention: listen to their challenges; you ask the questions and let them do the talking!
- Desire—third, show them how your product is uniquely suited to solving their challenges.
- Action—fourth, ask them to take the next step. Be careful here! Don’t push something they aren’t ready for. Maybe the next stage is another meeting, or more information, or a product demo. The key is to keep the ball rolling in the direction they want it to go.
- Categories:
- Business Management - Marketing/Sales
Tom Marin is the Founder and President of MarketCues, Inc., a national consulting firm. He has worked for some of the world’s largest corporations and middle-market firms. Tom’s focus is to help CEOs drive their strategy shifts and strategic growth programs. Follow MarketCues on Twitter. Tom also welcomes emails new LinkedIn connections or calls to (919) 908-6145.
Related Content
Comments
