To be a top Sales Recruiting firm, not only does the firm’s delegated sales recruiter specifically need to understand our client’s salesperson prototype needs, but we firmly believe – they must also be very knowledgeable of this particular sales doctrine themselves, (in order to successfully recruit the right sales candidates for our clients quickly and proficiently). Here now is one of the many specific sales doctrines Sales Team Staffing Inc’s sales recruiters are well versed in: AIDA
AIDA is the original sales training acronym, from the late 1950s, when selling was first treated as a professional discipline, and sales training began. The model is said to have evolved from earlier work by American psychologists concerning assimilation and understanding of communications and information. Often called the ‘Hierarchy of Effects’, 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.
A – Attention
I – Interest
D – Desire
A – Action
Simply, when we buy something we buy according to the AIDA process. So when we sell something we must sell go through the AIDA stages. Something first gets our attention; if it’s relevant to us we are interested to learn or hear more about it. If the product or service then appears to closely match our needs and/or aspirations, and resources, particularly if it is special, unique, or rare, we begin to desire it. If we are prompted or stimulated to overcome our natural caution we may then become motivated or susceptible to taking action to buy.
Attention: First impressions are vital, within 5 seconds someone forms their opinion on you which is why is it necessary to smile and have a friendly demeanor. Be happy, natural, honest and professional.
Interest: You have about 5-15 seconds to spark some interest, something looks interesting to a person if it is relevant and could be to the person’s advantage. Therefore; the person you are approaching should have some type of need for your product. You should also approach them at a suitable and convenient time. And lastly you should empathize with the person, take a look at their situation and needs, speak their language. This is used to establish a better more stable trust basis, which is essential for closing in a sale.
Desire: empathize, empathize, empathize. Put yourself in the buyer’s shoes. Understand their other options, and your competitor’s abilities. You must build trust with the prospect, once trust is formed, the prospect will be more willing and open to listen and potentially buy the product you are trying to sell. You must also understand your product completely and whole heartily. You must be able to present, explain and convey solutions with credibility and enthusiasm. The key is being able to demonstrate how you, your own organization and your product will suitably, reliably and sustainably ‘match’ the prospect’s needs identified and agreed, within all constraints.
Action: Simply the conversion of potential into actuality, to achieve or move closer to whatever is the aim. Natural inertia and caution often dictate that clear opportunities are not acted upon, particularly by purchasers of all sorts, so the salesperson must suggest, or encourage agreement to move to complete the sale or move to the next stage. The better the preceding three stages have been conducted, then the less emphasis is required for the action stage; in fact on a few rare occasions in the history of the universe, a sale is so well conducted that the prospect decides to take action without any encouragement at all.