{"id":44067,"date":"2025-03-14T14:57:55","date_gmt":"2025-03-14T18:57:55","guid":{"rendered":"https:\/\/challenge-action.com\/aida-sales-technique\/"},"modified":"2025-03-20T09:20:52","modified_gmt":"2025-03-20T13:20:52","slug":"aida-sales-technique","status":"publish","type":"post","link":"https:\/\/challenge-action.com\/en\/aida-sales-technique\/","title":{"rendered":"AIDA sales technique"},"content":{"rendered":"\n<p>The AIDA technique was developed in the late 1800s by an American publicist, Elias St. Elmo Lewis, and is based on a customer&#8217;s buying and action stages. <\/p>\n\n<h2 class=\"wp-block-heading\">The stages<\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Attention<\/li>\n\n\n\n<li>Interest<\/li>\n\n\n\n<li>Desire<\/li>\n\n\n\n<li>Action<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Applications<\/h2>\n\n<p>Applications are particularly obvious in advertising, but also in <a href=\"https:\/\/challenge-action.com\/formations\/vente-en-magasin\/\" target=\"_blank\" rel=\"noreferrer noopener\">in-store sales<\/a>, in the writing of e-mails, and in the purchasing process on a sales site.<\/p>\n\n<p><strong>In-store sales<\/strong><\/p>\n\n<p>In-store sales are well suited to the AIDA process<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Attention&nbsp;:<ul><li>Attract the customer&#8217;s attention by placing the product at the entrance, at the head of the gondola, next to the checkouts.<\/li><\/ul><ul><li>Create an eye-catching product presentation<\/li><\/ul><ul><li>Color<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Book or article title<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Interest<ul><li>Demonstrate a concrete use of the product<\/li><\/ul><ul><li>Video presentation<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Demonstration photo<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>D\u00e9sir&nbsp;<ul><li>Present the benefit to the customer<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Have him try the product<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Action<ul><li>Offer to buy<\/li><\/ul><ul><li>Special offer<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Discount for immediate purchase<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<p><strong>Website<\/strong><\/p>\n\n<p>Online commerce also benefits from the AIDA technique.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Attention&nbsp;:<ul><li>Intriguing photo out of the ordinary<\/li><\/ul><ul><li>Catchy title<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Question challenging the customer to find the solution<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Interest<ul><li>Presentation of the solution&#8217;s features.<\/li><\/ul><ul><li>Photo showing practical applications<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Video<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>D\u00e9sir&nbsp;<ul><li>Application to one&#8217;s own case<\/li><\/ul><ul><li>Test to calculate profits<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Offer customers the chance to test a free version<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Action<ul><li>Call-to-action button<\/li><\/ul><ul><li>Free test button<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Offer to buy or add a product to the shopping cart.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Limitations of the AIDA method and complementary techniques<\/h2>\n\n<p>The <a href=\"https:\/\/finom.co\/fr-fr\/blog\/methode-aida\/\" target=\"_blank\" rel=\"noreferrer noopener\">AIDA method<\/a> enables us to follow and adapt to the customer&#8217;s psychological buying process. It is useful, but not sufficient, for selling. <\/p>\n\n<p>It&#8217;s a good idea to use complementary techniques.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>The <a href=\"https:\/\/challenge-action.com\/en\/soncas-psychological-customer-discovery-method\/\" target=\"_blank\" rel=\"noreferrer noopener\">SONCAS method<\/a> refines the approach by understanding the customer&#8217;s psychological needs<\/li>\n\n\n\n<li>The stages of sales provide a better framework for the evolution of the sales process<\/li>\n\n\n\n<li>The <a href=\"https:\/\/challenge-action.com\/en\/spin-technique-de-vente-2\/\" target=\"_blank\" rel=\"noreferrer noopener\">SPIN method<\/a> focuses on the buyer&#8217;s problem<\/li>\n\n\n\n<li>The <a href=\"https:\/\/challenge-action.com\/en\/sos-technique-de-vente-2\/\" target=\"_blank\" rel=\"noreferrer noopener\">SOS technique<\/a> focuses on the customer&#8217;s objectives<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">In conclusion<\/h2>\n\n<p>The AIDA method is excellent for advertising, in-store or on a website, but sales reps need to add a sales technique that structures their approach.<\/p>\n\n<p>Jean-Pierre Mercier<\/p>\n\n<p><a href=\"https:\/\/challenge-action.com\/formations\/vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">Our sales course<\/a><\/p>\n\n<p><a href=\"https:\/\/challenge-action.com\/formation-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">All our sales training courses<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The AIDA technique was developed in the late 1800s by an American publicist, Elias St. Elmo Lewis, and is based on a customer&#8217;s buying and action stages. The stages Applications Applications are particularly obvious in advertising, but also in in-store sales, in the writing of e-mails, and in the purchasing process on a sales site. [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":25447,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,50],"tags":[],"class_list":["post-44067","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-non-classifiee","category-conseils-de-vente-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.1.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>AIDA sales technique<\/title>\n<meta name=\"description\" content=\"The AIDA technique was developed in the late 1800s by an American publicist, Elias St. Elmo Lewis, and is based on a customer&#039;s buying and action stages.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/challenge-action.com\/en\/aida-sales-technique\/\" \/>\n<meta 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