Basic Selling Skills by Sean McPheat
By Sean McPheat
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So the new acronym stands for: A – Attention I – Interest D – Desire C – Commitment A – Action Please click the advert In the AIDA model, commitment is considered to be part of the Action stage. But there is no reason you cannot consider Commitment as a separate stage. Commitment in this sense is a way of securing that your prospect will move to the Action stage. Once you have given your presentation for a solution, you gain commitment to your solution before moving on to take the necessary action to implement the solution.
Avoid using the word ‘but’ in response to an objection, which sounds confrontational. Never engage in arguments or discussions based on personal issues – even if you ‘win’, you’ll have severely damaged your relationship with the customer. Keep track of the objections that you receive and answer. You can use the information to help you identify other ‘hidden’ objections, but it can also be a way to show your customer that you are working with them to move towards an agreement. Avoid the ‘early close’ even if you get the feeling that the customer might be moving towards an agreement.