{"id":2838,"date":"2024-01-05T21:03:24","date_gmt":"2024-01-05T21:03:24","guid":{"rendered":"https:\/\/actionclient.com\/metodo-de-venta-sec\/"},"modified":"2025-03-20T13:08:43","modified_gmt":"2025-03-20T13:08:43","slug":"metodo-de-venta-sec","status":"publish","type":"post","link":"https:\/\/actionclient.com\/es\/metodo-de-venta-sec\/","title":{"rendered":"M\u00e9todo de venta SEC"},"content":{"rendered":"\n<p>El m\u00e9todo SEC es una simplificaci\u00f3n del <a href=\"https:\/\/actionclient.com\/es\/metodo-de-venta-soncas-y-soncase\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todo de venta SONCAS<\/a> o SONCASE. El objetivo es simplificar el trabajo de los vendedores para que puedan concentrarse en persuadir al cliente. De <a href=\"https:\/\/actionclient.com\/es\/tecnicas-de-venta\/\" target=\"_blank\" rel=\"noreferrer noopener\">todas las t\u00e9cnicas de venta<\/a>, el m\u00e9todo SONCAS es el b\u00e1sico, utilizado en combinaci\u00f3n con los dem\u00e1s.<\/p>\n\n<h2 class=\"wp-block-heading\">Recordatorio de los m\u00e9todos SONCAS y SONCASE<\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Seguridad<\/li>\n\n\n\n<li>Orgullo<\/li>\n\n\n\n<li>Nuevo en<\/li>\n\n\n\n<li>Comodidad &#8211; Confort<\/li>\n\n\n\n<li>Plata<\/li>\n\n\n\n<li>Simpat\u00eda por el producto, servicio o vendedor<\/li>\n\n\n\n<li>Ecolog\u00eda &#8211; Medio ambiente<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">El m\u00e9todo de venta SEC<\/h2>\n\n<p>A muchos vendedores les resulta dif\u00edcil identificar 7 motivaciones diferentes, por lo que es posible simplificar el m\u00e9todo agrup\u00e1ndolas en tres grupos de motivaciones.<\/p>\n\n<h3 class=\"wp-block-heading\">Seguridad<\/h3>\n\n<p>La seguridad puede ser una de varias motivaciones<\/p>\n\n<ul class=\"wp-block-list\">\n<li>La propia seguridad<\/li>\n\n\n\n<li>Dinero para los clientes que quieren ahorrar por seguridad<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Ego<\/h3>\n\n<p>En el SONCAS, ego se refiere obviamente a la motivaci\u00f3n Orgullo, por lo que puede abarcar las siguientes motivaciones:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Orgullo<\/li>\n\n\n\n<li>Dinero: para el cliente que quiere comprar caro para destacar entre la multitud<\/li>\n\n\n\n<li>Ecolog\u00eda: muchas personas ponen en peligro su ego al utilizar productos ecol\u00f3gicos<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Conveniencia<\/h3>\n\n<p>La conveniencia puede incluir las siguientes motivaciones:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Conveniencia<\/li>\n\n\n\n<li>Confort<\/li>\n\n\n\n<li>Simpat\u00eda por el producto: al cliente le gusta el producto porque es f\u00e1cil de usar o, sencillamente, c\u00f3modo.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">C\u00f3mo utilizar el m\u00e9todo SEC<\/h2>\n\n<p>Como vendedor, debe seguir los pasos que se indican a continuaci\u00f3n:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Identifier la motivation principale du client. Pour cela il est possible d\u2019utiliser trois moyens.<ul><li>Identifier le type d\u2019interlocuteur&nbsp;: souvent un directeur d\u2019entreprise a pour motivation l\u2019Ego, un utilisateur de produit pr\u00e9f\u00e9rera la commodit\u00e9 et un acheteur la s\u00e9curit\u00e9. Mais il s\u2019agit ici de g\u00e9n\u00e9ralit\u00e9s, il est bon d\u2019aller plus loin pour identifier plus finement les motivations du client.<\/li><\/ul><ul><li>Escuchar lo que quiere el cliente suele bastar para identificar la motivaci\u00f3n adecuada.<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Haga una pregunta general sobre las expectativas del cliente, como \u00abqu\u00e9 es importante para usted\u00bb.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Argumentar la motivaci\u00f3n principal identificada<ul><li>Utilizar una t\u00e9cnica sencilla como <a href=\"https:\/\/challenge-action.com\/cap-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">CAP<\/a> o <a href=\"https:\/\/challenge-action.com\/cab-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">CAB<\/a><\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Mejor a\u00fan, estructure su discurso de ventas utilizando el <a href=\"https:\/\/challenge-action.com\/sos-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todo de ventas SOS<\/a> o la <a href=\"https:\/\/challenge-action.com\/spin-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">t\u00e9cnica SPIN<\/a>.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">En conclusi\u00f3n<\/h2>\n\n<p>Cualquier vendedor novato sabe que no se venden especificaciones t\u00e9cnicas, sino ventajas. Pero estas ventajas deben estar en consonancia con lo que busca el cliente. Una ventaja que no se ajuste a las expectativas del cliente puede considerarse una desventaja, por lo que debe demostrar que su soluci\u00f3n permitir\u00e1 al cliente hacer realidad sus sue\u00f1os.<\/p>\n\n<p><\/p>\n\n<p>Jean-Pierre Mercier<\/p>\n","protected":false},"excerpt":{"rendered":"<p>El m\u00e9todo SEC es una simplificaci\u00f3n del m\u00e9todo de venta SONCAS o SONCASE. El objetivo es simplificar el trabajo de los vendedores para que puedan concentrarse en persuadir al cliente. De todas las t\u00e9cnicas de venta, el m\u00e9todo SONCAS es el b\u00e1sico, utilizado en combinaci\u00f3n con los dem\u00e1s. Recordatorio de los m\u00e9todos SONCAS y SONCASE [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":1198,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[26],"tags":[],"class_list":["post-2838","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sin-categorizar"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>M\u00e9todo de venta SEC<\/title>\n<meta name=\"description\" content=\"El m\u00e9todo de ventas SEC es una aplicaci\u00f3n simplificada e igualmente eficaz del m\u00e9todo SONCAS para identificar las motivaciones de los clientes.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/actionclient.com\/es\/metodo-de-venta-sec\/\" \/>\n<meta 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