Tagged as: art of selling

Rediscovering the Art of Selling

There is an oldie but a goodie in sales that every business should know AIDA. The four stages of the sales call facilitate the sales person in taking the customer through the AIDA formula. It is an acronym for Attention, Interest, Desire and Action.

In fact, it’s often said that if your marketing or business development is missing just one of the four AIDA steps, it is bound to fail. AIDA is a ground rule, every sales person needs to learn well before he can break it.

American sales pioneer Elias St. Elmo Lewis, a legend inducted into the advertising hall of fame in 1951, coined the phrase AIDA approach. It started way back in 1899, when Lewis talked about catching the eye of …