{"id":2844,"date":"2024-01-05T21:38:13","date_gmt":"2024-01-05T21:38:13","guid":{"rendered":"https:\/\/actionclient.com\/metodo-de-venta-sos\/"},"modified":"2025-03-20T13:07:50","modified_gmt":"2025-03-20T13:07:50","slug":"metodo-de-venta-sos","status":"publish","type":"post","link":"https:\/\/actionclient.com\/es\/metodo-de-venta-sos\/","title":{"rendered":"M\u00e9todo de venta SOS"},"content":{"rendered":"\n<p>El m\u00e9todo de venta SOS se basa en descubrir la situaci\u00f3n del cliente y sus problemas, despu\u00e9s comprender sus sue\u00f1os, antes de proponerle una soluci\u00f3n que le permita alcanzarlos.<\/p>\n\n<p>De todos los <a href=\"https:\/\/actionclient.com\/es\/tecnicas-de-venta\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todos de venta<\/a>, SOS es el m\u00e1s sencillo, intuitivo y eficaz.<\/p>\n\n<h2 class=\"wp-block-heading\">El m\u00e9todo de venta SOS<\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Situaci\u00f3n<\/li>\n\n\n\n<li>Objetivo<\/li>\n\n\n\n<li>Soluci\u00f3n<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Situaci\u00f3n<\/h3>\n\n<p>En esta fase, el personal de ventas intenta averiguar m\u00e1s cosas sobre el cliente de forma neutral, utilizando preguntas abiertas, pero no dudar\u00e1 en entrar en m\u00e1s detalles si el cliente menciona alg\u00fan problema.<\/p>\n\n<p>A diferencia del m\u00e9todo SPIN, que es muy estructurado, con SOS seguimos de forma natural el hilo de pensamiento del cliente, intentando ser lo m\u00e1s neutrales posible en nuestras preguntas para no despertar su desconfianza.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Clientes profesionales<ul><li>H\u00e1bleme de su organizaci\u00f3n<\/li><\/ul><ul><li>\u00bfQui\u00e9n hace qu\u00e9? \u00bfEstructura?<\/li><\/ul><ul><li>\u00bfSistema de producci\u00f3n?<\/li><\/ul><ul><li>\u00bfDistribuci\u00f3n?<\/li><\/ul><ul><li>\u00bfSistema de ventas?<\/li><\/ul><ul><li>\u00bfQu\u00e9 empleados tiene? \u00bfExperiencia?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>\u00bfVentajas e inconvenientes de la soluci\u00f3n que utiliza? \u00bfConsecuencias para su cuenta de resultados?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Cliente personal<ul><li>\u00bfQui\u00e9n utiliza la soluci\u00f3n actual?<\/li><\/ul><ul><li>\u00bfEn qu\u00e9 trabaja? \u00bfDe tu familia?<\/li><\/ul><ul><li>\u00bfCu\u00e1les son las ventajas y los inconvenientes?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>\u00bfCu\u00e1les son las consecuencias?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Objetivo<\/h3>\n\n<p>Una vez que conozca bien la situaci\u00f3n, los problemas y las dificultades del cliente, puede preguntarle cu\u00e1l ser\u00eda su ideal.<\/p>\n\n<p>Para un cliente empresarial, es m\u00e1s probable que utilicemos la palabra objetivo:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>\u00bfCu\u00e1l es su objetivo estrat\u00e9gico?<\/li>\n\n\n\n<li>\u00bfCu\u00e1l es su objetivo financiero para este a\u00f1o?<\/li>\n\n\n\n<li>\u00bfQu\u00e9 planes tiene para el futuro?<\/li>\n\n\n\n<li>\u00bfQu\u00e9 es importante para usted?<\/li>\n<\/ul>\n\n<p>Para un individuo, preferimos la palabra \u00abideal\u00bb o \u00absue\u00f1o\u00bb:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>\u00bfCu\u00e1l ser\u00eda su ideal?<\/li>\n\n\n\n<li>\u00bfCu\u00e1l es su sue\u00f1o?<\/li>\n\n\n\n<li>\u00bfQu\u00e9 sue\u00f1o cree que es inalcanzable? Me gustar\u00eda ver c\u00f3mo puedo ayudarle a conseguirlo.<\/li>\n<\/ul>\n\n<p>El objetivo tambi\u00e9n puede representar la motivaci\u00f3n del cliente, que usted ha podido descubrir utilizando el <a href=\"https:\/\/actionclient.com\/es\/metodo-de-venta-soncas-y-soncase\/\">m\u00e9todo de ventas SONCAS<\/a> o la <a href=\"https:\/\/actionclient.com\/es\/metodo-de-venta-sec\/\">t\u00e9cnica SEC<\/a>.<\/p>\n\n<h3 class=\"wp-block-heading\">Soluci\u00f3n<\/h3>\n\n<p>En general, hay que evitar pedir al cliente la soluci\u00f3n que desea, ya que no est\u00e1 seguro de poder ofrecerle las caracter\u00edsticas t\u00e9cnicas de la soluci\u00f3n que necesita. Lo mejor es mostrarles c\u00f3mo su soluci\u00f3n les permitir\u00e1 alcanzar sus objetivos.<\/p>\n\n<p>La excepci\u00f3n es si puedes ofrecer una soluci\u00f3n a medida que adaptes a cada cliente, lo que entonces se convierte en un punto fuerte.<\/p>\n\n<h2 class=\"wp-block-heading\">Ejemplo de aplicaci\u00f3n<\/h2>\n\n<p>Productos de belleza<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Situaci\u00f3n<ul><li>Habla de tu piel<\/li><\/ul><ul><li>\u00bfCu\u00e1l es su rutina de cuidado de la piel?<\/li><\/ul><ul><li>\u00bfTrabaja en una oficina con aire acondicionado?<\/li><\/ul><ul><li>\u00bfPracticas deportes que exponen tu piel al sol?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>\u00bfC\u00f3mo se siente su piel al final del d\u00eda?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<ul class=\"wp-block-list\">\n<li>Objetivo<ul><li>\u00bfCu\u00e1l ser\u00eda su sue\u00f1o para su piel?<\/li><\/ul><ul><li>Si tuviera una varita m\u00e1gica, \u00bfqu\u00e9 aspecto te gustar\u00eda tener?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>\u00bfQu\u00e9 es importante para usted?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Soluci\u00f3n<ul><li>Pues bien, te ofrezco la posibilidad de alcanzar tu sue\u00f1o con el tratamiento que voy a darte, y vamos a hacerlo juntos. \u00c9stas son las <a href=\"https:\/\/www.cairn.info\/marketing--9782100711154-page-68.htm\" target=\"_blank\" rel=\"noreferrer noopener\">caracter\u00edsticas t\u00e9cnicas de<\/a> los productos utilizados <\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Vamos a ampliar su tratamiento con cremas para aplicar en casa y seguimientos, y vamos a concertar citas enseguida.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">En conclusi\u00f3n<\/h2>\n\n<p>La <a href=\"https:\/\/challenge-action.com\/sos-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">t\u00e9cnica SOS<\/a> es la mejor para la mayor\u00eda de las ventas. Tambi\u00e9n est\u00e1 disponible en varias versiones:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>El sencillo m\u00e9todo SOS aqu\u00ed descrito<\/li>\n\n\n\n<li>La t\u00e9cnica SOSAI utilizada en situaciones competitivas<\/li>\n\n\n\n<li>La soluci\u00f3n global SOS para ventas entrantes<\/li>\n<\/ul>\n\n<p>El m\u00e9todo se centra en el cliente, sus dificultades y sus sue\u00f1os, y usted es el especialista que podr\u00e1 ayudarle a alcanzarlos.<\/p>\n\n<p><\/p>\n\n<p>Jean-Pierre Mercier<\/p>\n","protected":false},"excerpt":{"rendered":"<p>El m\u00e9todo de venta SOS se basa en descubrir la situaci\u00f3n del cliente y sus problemas, despu\u00e9s comprender sus sue\u00f1os, antes de proponerle una soluci\u00f3n que le permita alcanzarlos. De todos los m\u00e9todos de venta, SOS es el m\u00e1s sencillo, intuitivo y eficaz. El m\u00e9todo de venta SOS Situaci\u00f3n En esta fase, el personal de [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2677,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[26],"tags":[],"class_list":["post-2844","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 SOS<\/title>\n<meta name=\"description\" content=\"El m\u00e9todo de venta SOS es la m\u00e1s sencilla, intuitiva y eficaz de todas las t\u00e9cnicas de venta. 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