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The SPIN method is a tried and tested American method widely used in North America. It’s based on identifying the customer’s problem and proposing a solution. The SPIN sales method The SPIN method is based on 4 steps: Situation You should ask the customer general questions to get to know him better: At this level,…

The SOS sales method is based on discovering the customer’s situation and problems, then understanding their dreams, before proposing a solution that will enable them to achieve them. Of all sales methods, SOS is the simplest, most intuitive and most effective. The SOS sales method Situation In this phase, salespeople try to find out more…

The SEC method is a simplification of the SONCAS or SONCASE sales method. The aim is to simplify salespeople’s work so that they can concentrate on persuading the customer. Of all sales techniques, the SONCAS method is the basic one, used in combination with the others. A reminder of the SONCAS and SONCASE methods The…

SONCAS is a sales technique that dates back many years, but is still relevant today, updated with the addition of the E to make SONCASE. It combines perfectly with a persuasion method such as the CAB or the SOS sales method. Method principles The salesperson tries to determine the customer’s main motivation in one of…

I’ve had the opportunity to train thousands of salespeople in Europe and North America, and to test the different sales techniques, their advantages and disadvantages, which I present to you here. There’s no such thing as a bad one, some are clearly tried and tested, others can be combined, so it’s up to you to…

The price of a CRM varies according to several criteria: brand, number of users, support provided, functions covered, integrations, training, support, AI integration. We’ll explain these factors in detail, give you some examples of CRM prices on the market, and show you that the most expensive CRMs aren’t the best. CRM pricing criteria Billing and…

What are the different types of CRM? CRMs (Customer Relationship Managers) are classified according to customer type, functionality, accommodation… By customer type By function By accommodation Conclusion Ideally, for an SME, your CRM should have the following features: My point of view is simple: a CRM must first and foremost be an excellent operational tool.…

ChatGPT and CRM are two completely different systems, they don’t do the same thing, they don’t have the same objective, they work in complementarity or integration, we’re going to see their advantages and their limits. Features Database ChatGPT provides much broader, but less specific information, and its intelligence will generate information that is inferred rather…

Business development, as the name suggests, is all about creating new business opportunities, and involves a number of steps leading up to the final sale. Business development is necessary, because we automatically lose customers for a variety of reasons: death, moving house, switching to a competitor. So you have to look for new customers to…

An effective CRM can be used for many things in an organization. Increase sales This is the initial vocation of a good CRM, to help with prospecting, follow-up of current customers and management of the customer file. A good system allows to call more customers, to be more adapted to the customer and therefore to…