A I D A Mistakes
One of the original sales acronyms is A I D A. (Attention, Interest, Desire, Action) (Google it if you've never seen it before.)
If you consider yourself a sales aficionado, this is a reminder that it's a 24 hour/day thing.
I called my wife on the way home tonight. I obviously interrupted her. She sounded distracted and frustrated with whatever she was doing. I told her that I was on my way home and asked her if she needed anything. She said, "No." So, I told her that I'd see her in a bit and started to hang up. As I was reaching for the "End" button, I heard her asking, "Where are you?" I thought about just ending the call, but decided that if I did, I'd never get into heaven. So, I asked, "What?" She repeated. I told her, "Highland Street". She said that she needed vegetables and I asked her, "If you needed vegetables, why did you tell me that you didn't need anything?"
So, who screwed up?
Easy! Me! I'm the guy!
That's not exactly right. I did screw up, but it's not a gender thing. I started the conversation. I didn't have her attention. I had no business asking any deeper questions if she wasn't paying attention. How many times do you "pitch" a prospect who's not paying attention?
You can start here. http://en.wikipedia.org/wiki/AIDA
If you consider yourself a sales aficionado, this is a reminder that it's a 24 hour/day thing.
I called my wife on the way home tonight. I obviously interrupted her. She sounded distracted and frustrated with whatever she was doing. I told her that I was on my way home and asked her if she needed anything. She said, "No." So, I told her that I'd see her in a bit and started to hang up. As I was reaching for the "End" button, I heard her asking, "Where are you?" I thought about just ending the call, but decided that if I did, I'd never get into heaven. So, I asked, "What?" She repeated. I told her, "Highland Street". She said that she needed vegetables and I asked her, "If you needed vegetables, why did you tell me that you didn't need anything?"
So, who screwed up?
Easy! Me! I'm the guy!
That's not exactly right. I did screw up, but it's not a gender thing. I started the conversation. I didn't have her attention. I had no business asking any deeper questions if she wasn't paying attention. How many times do you "pitch" a prospect who's not paying attention?
You can start here. http://en.wikipedia.org/wiki/AIDA
So the issue at hand really is...How do we make sure we have, and retain the prospect's attention...
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Excellent example. Unless you have their attention and engagement, don't bother asking questions. I use this with my boss, if he's not totally locked into the conversation, I wait until he is...
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