This paper is an excerpt from a sales technique conference using the AIDA sales formula. The product to sell is Encyclopedias. The sales system is "MOBILE UNIT +
PERIFONEO
This system allows to achieve many more SALES in less TIME, making it more profitable for both the seller and the company.
BASIC STRATEGIES
Step 1
- Park the car (station wagon) in a corner or in the center of 4 corners according to reality. Sound the megaphone siren for 2 minutes, towards the 4 cardinal points of the place or apply common sense; The PERIFONEO is immediately done calling the parents to approach the mobile. etc.,etc. Simultaneously, another person is making all the preparations in the car in such a way that people see that the SCHOOL KITS that they are supposed to be giving are being prepared.
SUGGESTED PERIFONEO: We invite all parents to come to our mobile to receive a free School Kit, yes, YOU, mom or dad who are listening, come to our mobile to receive your FREE School Kit.
REITERATE PERIFONEO AS MANY TIMES AS NECESSARY.
Both the exhibitor and the subscriber have to be attentive at the moment of the phone call since there are people observing from their door or window but they do not make the decision to approach the mobile, in this case they have to be invited in a personalized way helping them to take the decision to approach the mobile and thus by imitation more people will approach.
When approaching people tend to queue, if so let them do so but when it is considered convenient to start the exhibition, they will be instructed to group forming a half moon in front of the exhibitor who will be located at the back of the mobile to a 3 steps away from it and at an equal distance from people.
Step 2
Immediately organizing people (YOUR AUDITORIUM) breaking the ice by asking funny questions or inviting them to dance, etc. Tropicalizing the situations according to the circumstances or idiosyncrasy of the people.
After the ice has broken and the exhibitor has managed to capture the audience's attention, he must start his exhibition for which it is recommended to apply the AIDA formula. Obviously, the exhibition will be designed according to the product to be sold, the explanations of the case will be given personally by the person who provides the training for this course.
AIDA sales formula
- A = ATTENTION capturing the prospect's attention towards us and / or our product. I = INTEREST to awaken the interest of our prospect and achieve mutual approach. D = DESIRE to awaken the desire for acquisition. A = ACTION to help the prospect in action. purchase (closing sales)
Get attention
PERIFONEO: Issuing a message that captures the attention of prospects and arouses curiosity to approach our mobile to verify the veracity of said message, this message will have to be clear, precise and concise.
Awake the interest
EXHIBITION - 1: Sensitize the prospect.
In this step, you must interact with the prospects, making them remember, recognize and understand the responsibility they have as parents for the education and shaping of the future of their children and of themselves.
Arouse DESIRE
EXHIBITION - 2: Presentation of the Product.
- Present it as a study tool. For the student it is the best alternative if they seek advice for a better understanding of each topic. Benefits: It will improve grades, save time and money, security because you study at home, secure entrance to university.
Get into ACTION
CLOSING SALES
- It is the action of taking the data and having the order or contract signed. The previous step is to OBSERVE who is the indicated prospect. Approach him, lend him the Book, ask for his opinion, explain the payment method again and close the sale.
