BEDAZA formula - This sales formula was developed by the sales trainer Heinz Kirchhoff and published in 1968 in his book “Lighter, faster, sell more”. According to this formula, the sales pitch is divided into six phases:
B. = Greeting
E. = Opening and determination of the purchase request
D. = Demonstration
A. = Graduation
Z = Additional sale
A. = Farewell
With the help of this guide, salespeople can structure and possibly improve their conversations with customers.