The most successful model for mass-market messaging is the AIDA approach. Attention, interest, desire, and action. This approach begins and ends like any other persuasive message. It needs to grab attention first and end with a concrete call to action.
The first step In the buying process is making the consumer aware of the product. The salesperson’s job is to grab the prospect’s attention enough to keep them engaged long enough to keep them interested. Some versions of AIDA call the first stage “recognition”.
This means that your prospects will become aware of your options. This is the most promising stage if we call it cold.
Hence,the final stage of AIDA, Stage 4, occurs when a prospect decides to take the necessary actions to become a customer. In her first three stages of guiding prospects (and responding appropriately to all objections), this stage often comes naturally.
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