Directory — Simple Selling Formula

Professional Sales Programs use a simple formula to define the persuasion / purchase process — AIDA – Attention, Interest, Desire, Action.

This refers to the process by which every purchase is made…

• AWARENESS — First, the person must become aware that your product or service exists;
• INTEREST — Next, they must be interested in your topic;
• DESIRE — Next, they must have a desire to solve the problem your product or service solves; and
• ACTION — Lastly, they must take action to purchase it.

For us, this formula leaves out a few critical steps, which is why we also promote our Who, What, How, Now formula, which contains…

• WHO is your target audience,
• WHAT will you say to them so they want to buy from you (such as the AIDA formula),
• HOW will you get your message to then, and
• NOW… how will you get them to buy now.

Over the years we have also discovered that, when trying to persuade someone to buy your product or service, you must first approach the topic from THEIR perspective. People must have confidence that you understand their problem before they will listen to your solution.

Therefore, added to this “selling formula,” we have added…

• PROBLEM — What specific problem does your prospective client or customer have, that your product or service addresses?
• SOLUTION — What is your specific solution?
• CREDIBILITY — Why should they believe that your product or service works?
• FEATURES — What are the specific features of the product or service?
• BENEFITS — How will they benefit from those features?
• ACTION — What specific action must they take to buy your product or service? (call for an appointment, provide you with their email address or contact information,  visit your location, schedule and appointment and/or pay online?)

Whichever process you use, the more proficient and comfortable you become at your sales process, the more income you should be able to generate.

This section has resources to help you become more proficient at the Selling Process…

Training Programs and Articles

• Identify Your Personality-Style

More posts: selling

Available Resources and Done-For-You Services

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