What Are the Different Models of Attention?

The AIDA model, also known as the "Aida" formula, is a sales model summarized by international sales expert Heinz M Goldmann. It is an important formula in Western sales science. Its specific meaning is A successful salesman must attract or shift the customer's attention to the product, so that the customer is interested in the product promoted by the salesperson, so that the customer's desire will be generated, and then the purchase behavior will be promoted to complete the transaction. AIDA is the first letter of four English words. A is Attention, that is to attract attention; I is Interest, that is to induce interest; D is Desire, that is to stimulate desire; the last letter A is Action, that is, to promote purchase.

AIDA mode

Right!

The AIDA model, also known as the "Aida" formula, is a sales model summarized by international sales expert Heinz M Goldmann. It is an important formula in Western sales science. Its specific meaning is A successful salesman must attract or shift the customer's attention to the product, so that the customer is interested in the product promoted by the salesperson, so that the customer's desire will be generated, and then the purchase behavior will be promoted to complete the transaction. AIDA is the first letter of four English words. A is Attention, that is to attract attention; I is Interest, that is to induce interest; D is Desire, that is to stimulate desire; the last letter A is Action, that is, to promote purchase.

Chinese name

AIDA mode

Also called

"Ada" formula

Presenter

Heinz M Goldman

Subject

Marketing

The AIDA model represents the four development stages in the traditional marketing process. They are interrelated and indispensable. Applying the "Aida" formula, the requirements for the salesman are:

Make a good introduction to sales or attract customers' attention.

Continue to induce customers, find ways to stimulate customer interest, and sometimes use "demonstration" is also very effective.

When stimulating the customer's desire to buy, it is important that the customer believe that he wants to buy this product because he needs it, and the product he needs is exactly what the salesman recommended to him.

The purchase decision is best made by the customer,

This is a

This method requires the salesperson to identify the problems that potential customers really need to solve, and use the power of persuasion to achieve the purpose of sales. The main advantage of AIDA is that it allows salespeople to play an active and somewhat instructive role in the sales process. The main disadvantage of this model is that it may be considered high-pressure or mandatory without paying enough attention to customers.

This promotion must be phased in the following order:

A stands for Attention. You have to get your customers' attention. Otherwise, there is no possibility of proceeding.

"I" stands for Interest. For example, you can first make an opening statement to arouse the interest of customers: "Sir, my research department and I have already researched your company. Based on our existing findings, we can transfer some of your Reduce spending by $ 300,000 per month "

(Next, explained in detail).

"D" stands for Desire. You can use this topic to inspire the desire of customers to buy: "Ms. Johnson, as you can see, using our services can serve your company extras as a further discount to you." ^[1]