Sales techniques: the AIDCA method
Posted: Wed Dec 18, 2024 5:21 am
Selling is not a fact but a process and as such can be described by a series of steps that end up triggering a transaction. In this regard, there are different sales techniques that try to help us understand and follow this path, such as the AIDCA method , also known as the "mental states process."
Like any process, we are talking about an orderly sequence of phases that bring us closer to our objective and whose initials give the name to the AIDCA model, in this case. The best way to understand it is to study it with an example.
A customer enters the store ("Attention")
The first contact between the seller and the consumer pharmacies email list may consist of a greeting or a quick glance when the latter enters the point of sale. It is normal that the salesperson's help is not requested (although fortunately this happens frequently), so the latter may try to capture the potential customer's attention .
To do this, we must speak in a friendly manner and try to avoid filler phrases such as: “Can I help you?” This may seem shocking, given that it is the most common, but precisely for this reason consumers automate their response and do not pay attention to us: “No thanks, I'm looking.”
It is clear that we must respect the wishes of our interlocutor , and it is often true that they are just looking, but it can be much more pleasant to approach with more personalized questions or phrases: "Good morning, may I…?" "This model is beautiful and we have it in more colors…", or if for example they are interested in a very specific product, provide them with information about it, options or even opinions. The important thing is to get the customer's attention, preparing the ground for persuasion .
Keeping you in the store ("Interest")
Capturing a consumer's attention is intended to focus their interest and guide the sales process , talking about the benefits of the product and opening up the range of options. In other words, we are talking about touching the basis of the buying impulse, discovering and attacking the needs , which are the most important.
Like any process, we are talking about an orderly sequence of phases that bring us closer to our objective and whose initials give the name to the AIDCA model, in this case. The best way to understand it is to study it with an example.
A customer enters the store ("Attention")
The first contact between the seller and the consumer pharmacies email list may consist of a greeting or a quick glance when the latter enters the point of sale. It is normal that the salesperson's help is not requested (although fortunately this happens frequently), so the latter may try to capture the potential customer's attention .
To do this, we must speak in a friendly manner and try to avoid filler phrases such as: “Can I help you?” This may seem shocking, given that it is the most common, but precisely for this reason consumers automate their response and do not pay attention to us: “No thanks, I'm looking.”
It is clear that we must respect the wishes of our interlocutor , and it is often true that they are just looking, but it can be much more pleasant to approach with more personalized questions or phrases: "Good morning, may I…?" "This model is beautiful and we have it in more colors…", or if for example they are interested in a very specific product, provide them with information about it, options or even opinions. The important thing is to get the customer's attention, preparing the ground for persuasion .
Keeping you in the store ("Interest")
Capturing a consumer's attention is intended to focus their interest and guide the sales process , talking about the benefits of the product and opening up the range of options. In other words, we are talking about touching the basis of the buying impulse, discovering and attacking the needs , which are the most important.