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Aidas Thoery: 1) Attention

The AIDAS theory outlines five stages a customer goes through before making a purchase: 1) Attention - The salesperson must gain the customer's attention through casual conversation and positioning the product. 2) Interest - Maintaining the customer's interest in the product is crucial, as technical details are explained. 3) Desire - The salesperson creates a desire in the customer's mind to immediately purchase the product, similar to effective advertisements. 4) Action - While desire exists, the customer still needs to be induced to actually make the purchase through direct or subtle reminders. 5) Satisfaction - After purchase, reassuring the customer they made the right decision gives confidence and looks to future purchases.

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40 views2 pages

Aidas Thoery: 1) Attention

The AIDAS theory outlines five stages a customer goes through before making a purchase: 1) Attention - The salesperson must gain the customer's attention through casual conversation and positioning the product. 2) Interest - Maintaining the customer's interest in the product is crucial, as technical details are explained. 3) Desire - The salesperson creates a desire in the customer's mind to immediately purchase the product, similar to effective advertisements. 4) Action - While desire exists, the customer still needs to be induced to actually make the purchase through direct or subtle reminders. 5) Satisfaction - After purchase, reassuring the customer they made the right decision gives confidence and looks to future purchases.

Uploaded by

pilot
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© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as DOCX, PDF, TXT or read online on Scribd
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AIDAS THOERY

The AIDAS theory of selling is one of the widest known theories and is the
basis for training materials across numerous organizations. AIDAS stands for
Attention, Interest, Desire, Action, Satisfaction. The AIDAS theory simply
states that a prospect goes through five different stages before finally
responding satisfactorily to our product. thus he should be led comfortably
through all five stages.
1) Attention

Gaining attention is a skill and and just like any skill, gaining attention can be
improved upon with practice. A common phrase applicable over here is “First
impression is last impression”. The initial attempt of the sales person must be to
put the customer completely at ease. Casual conversation is one of the best
openers after which the sales person can gain customer attention by leading him
onto the sale. to know more about gaining attention read my post on how to gain
customer attention.

2) Interest 

Once you have gained attention, it is very important to maintain interest. Some
sales people are very good in the opening but as the technicalities take over,
they become uncomfortable while explaining the product. Whereas others who
are strong in the product department might open bluntly but create interest in
the second stage. Maintaining interest is a crucial part of the sales process and
hence is included in the AIDAS theory. Read more on how to maintain
customer interest.

3) Desire 

Have you seen the commercials wherein you just have to get out of your house
and get the product? Perhaps a car, an ice cream or a house. The same has to be
done by the sales person in personal selling. He has to create enough desire in
the customers mind such that he immediately has to buy the product. Imagine
an aquaguard sales man or a tupperware sales person. They highlight the
product in such a manner that you might be thinking “Why didnt i buy this
product before”. Thus kindling that desire becomes an integral part of the
AIDAS selling theory. Read more on how to create desire for the product

4)Action

Although there may be desire for the product, the customer might not act on it.
He might want to buy the product but he might NOT buy it. In such cases the
customer needs to be induced. There are various ways to induce the customer
such that he buys the product. It is important for the sales person to understand
whether to directly induce the customer or whether to push subtle reminders that
you are there for a sales call ;) . Both methods work, but you need to know your
customer.

5) Satisfaction 

What would you do after the customer has given the order? Will you stand up,
Point at him and shout “Fooled ya”. I dont think so. The customer has just
parted with his money. Just like you part your money and expect good service,
he expects the same too. So even after he has bought the product, you need to
reassure the customer that he has made the right decision. The product is good
for the customer and you only presented the product. It was his decision and he
is right about it. These small cues post the sales process really give confidence
to the customer and he then looks forward to your product rather than thinking
whether or not he has made the right decision. Learn more about measuring
customer satisfaction.

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