PACED selling mnemonic

Sale of a complex product requires a good model. I have created a simple mnemonic to help remember the essential elements of a great sale:

P.A.C.E.D.
Good sales consist of five primary elements

People - understand what motivates your buyer.
Attention - Get their attention based on their motivations.
Conversation - the informal exchange of ideas + establishing rapport with them.
Education - making our product easy to understand and memorable for them.
Decision - Getting a decision towards our desired outcome.

PACED is built on the platform of solid prospecting and Marketing work. It should be applied in all sales work, from cold-calls to collaterals.

People

• Know who we're dealing with and what we want to achieve.
• Know who we're aiming at. Do background work.
• Business is always personal: it's about who can make it happen.

Attention

•  Make our first impression targeted, relevant, and distinctive.
• PAY Attention to what will grab them, the language they use, typical problems they may face.
• Arouse CURIOSITY at this step.

Conversation

• Develop their curiosity
• Ask good questions
• Discover their needs
• Uncover latent pains
• Seek first to understand, then be understood.

Education

• Finding a simple way to describe the product. (The great educator is the man who can make complicated things simple).
• Educational aids to make it more memorable (e.g. a demo)
• Use descriptive, multi-sensory language.
• Make it easy to remember our primary Features, Advantages, & Benefits. Use Mnemonics (something that assists the memory)
• Involve them.

Decision

Get a tangible, positive decision (to buy, sell, meet etc.).