AIDA

If you're going independent from the get go like me, there is no "they" to teach you. Everything I know is coming from forums and wherever else I can find it.
 
There are a number of sales models or approaches such as DISC, SPIN, SPEND, Consultative Approach for a sales person to decide which one to use depending on the situation.

To me, AIDA seems to be more suitable for product sales where a sales person is to capture the attention of the prospect, get the prospect be interested in certain product features and subsequently help the prospect to make decision and take action.
 
In any sales realm, the following is a great order of events to follow:

1. Desired Goal
2. Preface & Rapport
3. Needs Analysis
4. Needs Confirmation
5. Present Value/Educate and Empower
6. Needs Solution
7. Close the Door
8. Button Up
 
robliano said:
In any sales realm, the following is a great order of events to follow:

1. Desired Goal
2. Preface & Rapport
3. Needs Analysis
4. Needs Confirmation
5. Present Value/Educate and Empower
6. Needs Solution
7. Close the Door
8. Button Up
Click to expand...

The old "DPNNPCB" approach,eh?:err:
 
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