The AID model is a marketing method that is commonly used to sell low-cost, unsophisticated, or sell to potential customers who do not get much time for homework products. AID is an acronym represents the following four steps in the model:
1. Warning
Two. Interests
Three. Desire
April. Action
The first step in the AID model is to draw attention of potential customers. If you are involved in selling door to door, or if your new prospects will give you a couple of minutes (sometimes less) of your time, you should be able to quickly get your attention so let him go to the next step model.
Here's something to think about: it only takes seconds for pedestrians walking on the shop window, and the screen captures attention in this short space of time, to walk and not look back. If, on the other hand, the window display attracts attention, probably take the time to enter the store that will give you more time to discuss or demonstrate your product, which could lead to a sale.
It was during the time that you have to attract the attention of the prospect that they will decide whether to keep listening to you, or will not give you more time. These few minutes are crucial, and how to effectively implement is the use of creativity. Think creatively and the first words that tell your perspective. You can make a good question, or give some startling facts and figures relating to the product or service you sell. If you have to rely on a showcase to attract the attention of a potential customer, be sure to use creativity in dressing the window. The key is to think creatively about how you can successfully attract the attention of your prospect!
Once you have entered in the interests of perspective that can be passed to the second stage of the AID model, which is to keep your interest. You do this by reading their needs. Ask questions and then take the time to listen and understand exactly what is needed perspective. The prospect wants to be heard! As a seller, then it is your responsibility to meet the needs, which could mean adapting your product or service to meet those needs.
"D" is "desire." This is the third step in the AID model. Attract the attention and interest of the prospect is not enough to make the sale. People might be interested in your product, but may not have the will to act. The prospect must develop a desire for your product if purchased, and needs help. You can create a feeling of desire for your product or service in a number of ways. Here are four of them:
- Focus on the benefits of the product you sell. Emphasize how the benefits will be a positive impact on the prospect should possess.
- Instill a sense of urgency for product emphasis on perhaps limited availability. A sense of urgency tends to create a desire in the product.
- Give value to your product or service
- Focus on the fact that others have purchased the product and are happy with it. Use the information to support their claims.
Once you are convinced that the prospect has a desire for your product, safely and quickly move on to the quarter final stage of the AID model: Action.
After successfully perspective through the first three stages of the AID sales model, then they should be forced to take action and buy the product. There should be no fear or hesitation to ask for the sale. Even before the prospect has confirmed you have confidence and hope, "How do I package", "Would you like a green or blue", "Will this be cash or credit?" "When we surrender?." By making these kinds of questions that help the possibility of making the decision to buy the product of experience shows that most prospects appreciate these questions, as they help to make a decision , which gives them that extra little boost they seem to want!
The AID model is an easy and very effective sale. Although it has been used for decades, it is still commonly used successfully by many today!
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