In 1898, the American advertising and sales pioneer developed a practical sales tool using the latest Scientific Management insights. He created his AIDA funnel model on customer studies in the US life insurance market to explain the mechanisms of personal selling. He held that the most successful salespeople followed a hierarchical, four layer process using the four cognitive phases that buyers follow when accepting a new idea or purchasing a new product. This paper from provenmodels explains the AIDA model that describes the basic process by which people become motivated to act on a purchase and is based on external stimuli from sales representatives.
Projects defined as coherent sets of planned, non-routine based activities that aim to achieve a unique objective for a finite number of resources. Projects are handled differently from routine operations and improvisations such as negotiations. The management of projects consisted of five core activities: phasing a project; controlling a project; making decisions during the project; collaborating; and boundary control.
The SPIN method is not a rigid implementation formula. The situation and problem question phases are often strenuous for customers and need to be limited. Desk research is required to draw up hypotheses of likely pain points and should be tested during the interview. The greatest effort should be during the implication phase when the customer becomes aware of the problems severity. Those implied needs that are discovered to be relevant must be developed into explicit needs during the need-pay-off phase. This paper from provenmodels explains SPIN interview framework.
ICKR Follow-Up Cycle is simple sales cycle consists of the following five phases: lead qualification; prospecting or marketing; proposal development; deal closure; sales follow-up. The outcome of the follow-up phase 5 should feed back into step 3 where new proposals are developed, shortcutting the time intensive phases of lead qualification and prospecting. Research shows that customer retention is a strong corporate profit booster. The sales person needs to go beyond the discovery of buyer needs. Effective follow-up is an important tool for the sales person to increase the buyers level of trust.