Powerful Sales Presentations

The AIDA model for structuring sales presentations

By structuring your sales presentation using the AIDA method, you can effectively guide your prospect through the decision-making process and increase your chances of closing the sale.

Attention: The first step is to grab the prospect's attention. This can be achieved through a striking opening statement, a compelling question, or a powerful visual.

Interest: Once you have their attention, the next step is to build their interest by providing more information that is relevant and engaging. Highlight the features and benefits of your product or service.

Desire: Now that the prospect is interested, you need to create a strong desire for your product. Show how it solves their problems and meets their needs better than other solutions. Use testimonials, case studies, or demonstrations to reinforce your points.

Action: Finally, prompt the prospect to take action. Make it clear what you want them to do next, whether it's signing up for a free trial, scheduling a demo, or making a purchase. Provide a sense of urgency to encourage immediate action.

Case Study

Imagine you are selling a new software solution to improve business productivity.

1. Attention

'Did you know that companies lose an average of £10,000 every year per employee due to inefficient processes? What if I told you that there's a way to cut those losses in half?'

2. Interest

'Streamline software, automates your routine tasks, integrates seamlessly with your existing tools, and provides real-time analytics to help you make informed decisions quickly. Imagine freeing up 30% of your team's time to focus on strategic projects.'

3. Desire

'Companies like XYZ Corp have already seen a 50% increase in productivity after just three months of using Streamline. Here's what their CEO had to say: 'Streamline has revolutionised our workflow and saved us thousands of dollars.' Picture your team achieving similar results and the competitive edge it would give your business.'

4. Action

'We can help you transform your business operations and boost productivity?”

1.      “If you sign up for a free 30-day trial of Streamline today you can see the difference for yourself. Are you happy to go ahead with that?”

2.     “If you sign up within the next 48 hours, you'll receive an exclusive onboarding package at no extra cost.  Are you happy for me to draft a contract?”