20230318 Difference Between AIDA and NEPQ Sales Model 1
20230318 Difference Between AIDA and NEPQ Sales Model
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NEPQ and AIDA are two different sales models that can be used to guide sales conversations and
improve the effectiveness of sales efforts.
Charity Hudini
Educator | investing and wealth building | +cash flow strategies
April 20, 2023
AIDA, on the other hand, stands for Attention, Interest, Desire, and Action. It is a more traditional sales
model that is focused on creating a compelling sales message that grabs the customer's attention,
generates interest in the product or service, creates a desire for the benefits it offers, and prompts the
customer to take action to make a purchase.
The goal of AIDA is to create a sense of urgency and excitement around the solution and to encourage
the customer to take action quickly.
NEPQ stands for Neuro Emotional Persuasion Questions. It is a persuasive sales model that focuses on
meeting the customer where they are by understanding their goals, intentions, and needs.
The model includes a series of engaging questions that you can ask your customer or client through the
conversion phases. For example, at the connection phase, these are the questions to ask your customer:
1. Have you found what you were looking for, .. or are you still looking?
2. I was just curious, what was it about them or us... that attracted your attention?
3. Is there anything else that has attracted your attention?
The connection questions allow you to know the commitment level of your customer and how far they
are willing to go. Also, this is the best way to acquaint yourself with your customer.
After the connection questions, if your customer qualifies as a match to what you are selling, you can
now progress to the situation phase, where you ask the following questions.
1. What are you doing now.....?
2. What are you using now....?
3. How long have you been....?
4. What got you involved with.....?
5. what type of.....?
The situation questions allow you to understand where the customer is with their solution process.
These questions prepare the customer for the solutions you have to offer. Moreover, it prepares you as
the seller to customize the solution to meet the unique needs of the client.
20230318 Difference Between AIDA and NEPQ Sales Model 2
The situational question easily points out the challenges that the customer is experiencing. The
problem-awareness and solution-awareness questions will enable you to qualify the client to transition
into committing to your offer.
The NEPQ sales system by Jeremy Miner offers comprehensive questioning that you can use to have a
friction-free sales process because you are working with human behavior. I took the free NEPQ 101
mini-course and it improved my sales skills. I even did a little review here.
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The goal of NEPQ is to build rapport and trust with the customer allowing them to demonstrate a deep
understanding of their business and needs, and to position the solution as a valuable investment that
will deliver a positive return on investment.
Both NEPQ and AIDA can be effective in different sales situations. NEPQ is particularly useful when
selling complex or high-value solutions in a consultative manner, while AIDA is more effective when
selling simpler solutions with a shorter sales cycle. Ultimately, the choice between NEPQ and AIDA will
depend on the product or service being sold, the sales team's strengths and weaknesses, and the needs
and preferences of the target audience.
