As you move forward in your sales and marketing career you’re going to discover one thing.

Most of the sales models you encounter are going to tell you the same things the other have already told you. They’re just going to use different words and theories.

This isn’t necessarily a bad thing. As you have probably already noticed, not everyone learns the same way. This includes your customers. Having different methods for getting your point across is incredibly beneficial.

With that in mind, today I’d like to introduce the AIDA selling model. The acronym AIDA stands for the following:

• A = Attention
• I = Interest
• D = Desire
• A = Action

Pretty simple, right?

The AIDA selling model believes that in order to sell a product you must draw attention to it, garner interest, move a person from mere interest to desire, and then inspire them to take action and purchase your product. Sometimes this is easier said than done.

The real problem is that you can’t do all four of these things at the same time. You’d be presenting too much information and overwhelming your clients. In order to make this type of selling model work you need to have an incredibly well thought out advertising campaign. The advertising campaign itself must be set up in stages, each one aimed at taking your potential customer through each stage of the process.

Now, take this information and combine it with what you learned about the FAB sales model and you will see how all of these different concepts and ideas work together. The more you know about your product (as outlined in the FAB model) the more likely it is you are going to be able to create a great AIDA campaign!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker