The A I D A Approach
Preparation is important with everything in selling, but nowhere is planning so essential as when making an approach to a new prospect.
Every Call will be difficult – according to the product or service you are offering and the benefits involved.
Use the following format to control your Call but remain flexible within the overall sequence:
| Attention | Tell the prospect why you are there, in a way that starts to show ‘what’s in it for him or her’ to listen to you:
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| Interest | Ask Open Questions to established their needs and to determine which of your products and benefits are of most significance to them. |
| Desire | Relate the specific needs which you have established to the benefits which you have to offer. Decide which of your products is relevant. Clearly define the prospect’s objectives – what he/she wants to achieve. Then show him or her how your product or service can meet these objectives. Namely to either:
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| Action | Get the agreement of your prospect on what happens next. Through Closed Questions get commitment to the next stage of the Sales Plan. |
For a fresh approach that will increase your sales performance please why not attend our Value Based Selling Open Course? For further information or to book a course please contact:
Faye Shipley
T: 01789 734300
E: fayes@structuredtraining.com
