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Archive for October, 2016

Sales Fundamental – AIDA

DW Blog
October 31st, 2016

I chanced upon this old video which was showcased at one of the seminars I’ve attended. Basically the show – Glengary, depicts two days in the lives of four real estate salesmen and how they become desperate when the corporate office sends a trainer to “motivate” them by announcing that, in one week, all except the top two salesmen will be fired.

So, the trainer shared about the fundamental values of sales in this video.

A B C

A: Always
B: Be
C: Closing

As a sales person, you are tasked with one mission – to be closing sales all the time.

A I D A

A: Attention
I: Interest
D: Decision
A: Action

This explains the cornerstone of a sale process. The first step is to get the Attention of your potential customer and piqued their Interest with a convincing sales pitch. Thereafter, reaffirm your potential customer’s Decision by reassuring them that buying from you is the best choice of Action. Take your final step by requesting for payment details in a subtle way.

Always go back to your fundamental when in doubt.