All sales people realise that selling is a sequential process. It needs to move from stage to stage and has within this process many steps.
Let’s talk about stages today.
These stages can be identified differently by the different people that use them.
Some use the AIDA process- Attention, Interest, Desire, Action.
Some use this process very well- Curiosity, Interest, Evaluation, Desire, Agreement.
No matter what the process you use, you need to understand that these stages in each process cannot be skipped and they cannot be rushed.
They are driven by the prospect.
Also note that these are the human buying process and not the human selling process.
This simply means that when you place the prospect’s interest at heart, when using these processes, you will be on the way to success.
These stages can also be likened to the steps when baking. Baking has some strict steps, and if any are ignored or skipped or edited,
it may lead to a flop.
Tips:
Move the customer along each stage. Ask open-ended questions. Test close with closed questions.
Give the prospect enough time to reflect/evaluate. This may be the stage in the process where you can expect questions.