A I D C

(A)ttention - Get buyer to listen (short opening phrase)

(I)nterest - Develop his interest (background info)

(D)esire - Stimulate desire to buy (reasons to buy)

(C)lose - Get the order (clinch the sale)

Before you can sell a product or proposition you must grasp/seize the buyers ATTENTION so that he/she is prepared to listen to your proposition.

You must keep the buyers attention by developing his INTEREST in your proposition - produce benefits.

You must stimulate the buyers DESIRE to buy by telling him - "What's in it for him".

You must CLOSE the sale by being positive and making it easy to say yes and difficult to say no.

D I P A D A

(D)efinition - Define needs and wants

(I)dentification - Identify your products/service with needs and wants.

(P)roof - Prove that your product/service satisfies needs and wants.

(A)cceptance - Gain acceptance for the proof.

(D)esire - Gain desire for product/service.

(A)ction - Close that sale.