A.I.D.A Selling Technique

This is one of the selling technique that I used in my training. It might be basic but the meaning is deep. 

AIDA describes the basic process by which people become motivated to act on external stimulus, including the way that successful selling happens and sales are made. This technique is also known as

‘Hierarchy of Effects‘.

A - Attention

                FIRST, gets the customer’s Attention.

I - Interest

                SECOND, If it's relevant to the customer, they    are Interested to learn or hear more about I

D - Desire

                THIRD, if the product or service then appears to closely match their needs and/or aspirations,    and resources, particularly if it is special, unique, or rare, they begin to Desire it

A - Action

                FOURTH, if they are prompted or stimulated to overcome their natural caution they may then become motivated or susceptible to taking Action to buy.

Attached are details presentations of How AIDA’s works.

Note: By using this format, Retail Asst should aware of his/her presentations toward  the customers and also where he/she would enhance more.

Sample Introductory Dialog

Attention

RA : Welcome / Hello / Hi … Sir

Cust : Nevermind, I just looking. / It’s ok, I`m just browsing.

RA : It’s ok sir, everything start from the first looks. Anyway, how are you today?

Cust : Good…

RA: Owh, that’s good to hear and thank you for coming into our shop.

Interest

Throw out questions/statement that creates INTEREST.

1.       It’s all mechanical.

2.       Have you heard about this brand before?

3.       I think, you might surprise looking at the brand.

4.       I think, you may not hear about this brand before.

Cust : No / I don’t think so/ I heard it before/ I think

Let me explain a bit about us. Give the RAW Newsletter.

Desire

RA : Personal Presentations (5 – 10 mins). Below are the sample

Let me introduce myself, my name is ……………and your name is…………

In the beginning since 2004 in Singapore, there were the Russians. Charming, mysterious, and totally off-the-beaten track.  We entered Malaysian end of 2008 and as of the last count, Red Army Watches represents 18 watch brands from Germany, Switzerland, Russia, France, Italy and Spain. We also represent two watch accessories brands from Europe.

Nearly all of our watches running using mechanical movement and the best part is you not only can see the common self winding/automatic movement type but also the old way of manual winding. Some of it might be Collectibles, Limited Editions or Special Piece. I can say the price is affordable as the price is ranging from RM1,000.00 to 5 digits.

Every timepiece has their own unique story and history to tell, starting from the brand itself. So, if any of our timepiece caught your eyes and you want to know it in details, please do let me know. Even you don’t have any intention to get one today but who knows in the future you might coming back. As for me at least you got a shopping experience today.

Note: Be ready as the customer might have questions to ask while you are doing the presentations.

Action

This is the part where you can leave your contact no & good impressions OR you manage to close the sales.

OBSERVE & LISTEN, the customer might give a hint/sign of interest. Most of us miss this part.