{"id":2800,"date":"2024-01-05T20:39:21","date_gmt":"2024-01-05T20:39:21","guid":{"rendered":"https:\/\/actionclient.com\/metodo-de-vendas-soncas-e-soncase\/"},"modified":"2025-03-20T13:09:37","modified_gmt":"2025-03-20T13:09:37","slug":"metodo-de-vendas-soncas-e-soncase","status":"publish","type":"post","link":"https:\/\/actionclient.com\/pt-br\/metodo-de-vendas-soncas-e-soncase\/","title":{"rendered":"M\u00e9todo de vendas SONCAS e SONCASE"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">SONCAS \u00e9 uma <a href=\"https:\/\/actionclient.com\/pt-br\/tecnicas-de-venda\/\" target=\"_blank\" rel=\"noreferrer noopener\">t\u00e9cnica de vendas<\/a> que data de v\u00e1rios anos atr\u00e1s, mas que ainda \u00e9 relevante hoje, atualizada com a adi\u00e7\u00e3o do E para formar o SONCASE. Ele combina perfeitamente com um <a href=\"https:\/\/challenge-action.com\/cab-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todo de persuas\u00e3o, como o CAB<\/a> ou o <a href=\"https:\/\/challenge-action.com\/sos-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todo de vendas SOS<\/a>.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Seguran\u00e7a<\/li>\n\n\n\n<li>Orgulho<\/li>\n\n\n\n<li>Novo em<\/li>\n\n\n\n<li>Conforto e conveni\u00eancia<\/li>\n\n\n\n<li>Prata<\/li>\n\n\n\n<li>Simpatia<\/li>\n\n\n\n<li>Ecologia<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Princ\u00edpios do m\u00e9todo<\/h2>\n\n<p class=\"wp-block-paragraph\">O vendedor tenta determinar a principal motiva\u00e7\u00e3o do cliente de uma das tr\u00eas maneiras:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Avalie o perfil da pessoa com quem voc\u00ea est\u00e1 conversando: Exemplo: escrit\u00f3rio luxuoso, carro do \u00faltimo modelo = Orgulho<\/li>\n\n\n\n<li>Ou\u00e7a o que a outra pessoa quer. Exemplo: &#8220;Eu quero um carro seguro&#8221; = seguran\u00e7a.<\/li>\n\n\n\n<li>Fa\u00e7a perguntas abertas ao cliente. Exemplo: &#8220;Qual \u00e9 o benef\u00edcio mais importante que voc\u00ea est\u00e1 procurando na solu\u00e7\u00e3o? Resposta: &#8220;Uma solu\u00e7\u00e3o limpa&#8221; = Ecologia.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Como aplicar o m\u00e9todo<\/h2>\n\n<p class=\"wp-block-paragraph\">Depois de determinar a principal motiva\u00e7\u00e3o do cliente, voc\u00ea precisa adaptar sua abordagem de vendas e seu discurso de vendas para convencer o cliente.<\/p>\n\n<h3 class=\"wp-block-heading\">Seguran\u00e7a<\/h3>\n\n<ul class=\"wp-block-list\">\n<li>Forne\u00e7a provas de que seu produto \u00e9 bom e seguro<\/li>\n\n\n\n<li>Use depoimentos de clientes<\/li>\n\n\n\n<li>Fa\u00e7a com que o cliente experimente seu produto<\/li>\n\n\n\n<li>Fa\u00e7a demonstra\u00e7\u00f5es. Exemplo: para mostrar que o vidro \u00e0 prova de balas \u00e9 s\u00f3lido, monte um estande com um painel de vidro e uma marreta. O cliente pode bater nele com toda a sua for\u00e7a.<\/li>\n\n\n\n<li>Estudos e testes atuais<\/li>\n\n\n\n<li>Destaque para o acompanhamento, o atendimento ao cliente e as garantias<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Orgulho<\/h3>\n\n<ul class=\"wp-block-list\">\n<li>Mostre a eles que s\u00e3o um cliente \u00fanico, que voc\u00ea os atende de uma forma que n\u00e3o atende a nenhum outro cliente.<\/li>\n\n\n\n<li>Receba seus clientes com um tapete vermelho e ofere\u00e7a a eles uma experi\u00eancia de compra exclusiva<\/li>\n\n\n\n<li>Destaque a natureza exclusiva do produto em oferta e o alto pre\u00e7o que impede as pessoas comuns de compr\u00e1-lo.<\/li>\n\n\n\n<li>Se poss\u00edvel, mostre a lista de clientes de alto n\u00edvel que compraram o produto<\/li>\n\n\n\n<li>Oferecer um servi\u00e7o VIP diferente de qualquer outro<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Novo em<\/h3>\n\n<ul class=\"wp-block-list\">\n<li>Destacar as caracter\u00edsticas dos novos materiais usados<\/li>\n\n\n\n<li>Informar ao cliente que ele \u00e9 um dos primeiros a descobrir esse produto<\/li>\n\n\n\n<li>Demonstre como seu produto se destaca dos anteriores<\/li>\n\n\n\n<li>Mostre sua vantagem tecnol\u00f3gica<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Conveni\u00eancia &#8211; conforto<\/h3>\n\n<ul class=\"wp-block-list\">\n<li>Demonstrar a simplicidade da solu\u00e7\u00e3o<\/li>\n\n\n\n<li>Explicar a ergonomia do produto<\/li>\n\n\n\n<li>Experimente o produto, mostre ao cliente como \u00e9 f\u00e1cil usar o produto<\/li>\n\n\n\n<li>Fa\u00e7a com que o produto seja testado para mostrar que \u00e9 confort\u00e1vel, por exemplo, para uma cadeira ou um carro.<\/li>\n\n\n\n<li>Sugerir um teste, por exemplo, de um creme, para mostrar como ele \u00e9 agrad\u00e1vel \u00e0 pele<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Prata<\/h3>\n\n<ul class=\"wp-block-list\">\n<li>Mostre como o produto \u00e9 mais barato<\/li>\n\n\n\n<li>Oferecer descontos<\/li>\n\n\n\n<li>Possibilitar o pagamento em parcelas<\/li>\n\n\n\n<li>Calcular a economia<\/li>\n\n\n\n<li>Destaque os benef\u00edcios<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Simpatia<\/h3>\n\n<p class=\"wp-block-paragraph\">A simpatia do cliente pode ser com o produto, o servi\u00e7o ou o vendedor, portanto, voc\u00ea tem diferentes maneiras de responder ao desejo do cliente.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Seja amig\u00e1vel com o cliente, discuta seus interesses<\/li>\n\n\n\n<li>Receba seus clientes em um ambiente agrad\u00e1vel<\/li>\n\n\n\n<li>Configure uma solu\u00e7\u00e3o de bate-papo &#8211; geralmente \u00e9 o que os jovens preferem.<\/li>\n\n\n\n<li>Oferecer orienta\u00e7\u00e3o personalizada<\/li>\n\n\n\n<li>Experimente o produto para que o cliente aprenda a gostar de us\u00e1-lo<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Ecologia<\/h3>\n\n<ul class=\"wp-block-list\">\n<li>Destaque o lado verde do produto<\/li>\n\n\n\n<li>Produto recicl\u00e1vel ou biodegrad\u00e1vel<\/li>\n\n\n\n<li>Sem assinatura de carbono<\/li>\n\n\n\n<li>Produ\u00e7\u00e3o local<\/li>\n\n\n\n<li>Ciclo de distribui\u00e7\u00e3o curto<\/li>\n\n\n\n<li>Mostre um r\u00f3tulo ecol\u00f3gico reconhecido: Ecologo, Energystar, Energuide, Fairtrade, Bio Qu\u00e9bec, Bio Canada, FSC.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Em conclus\u00e3o<\/h2>\n\n<p class=\"wp-block-paragraph\">Identificar a principal motiva\u00e7\u00e3o do cliente usando o m\u00e9todo SONCAS \u00e9 o denominador comum de todos os bons vendedores. Seu discurso de vendas deve estar alinhado com as necessidades psicol\u00f3gicas do cliente, caso contr\u00e1rio, voc\u00ea corre o risco de apresentar vantagens que ser\u00e3o vistas como desvantagens pelo cliente.<\/p>\n\n<p class=\"wp-block-paragraph\">Adapte-se \u00e0 motiva\u00e7\u00e3o deles e sua venda ser\u00e1 f\u00e1cil. O ideal \u00e9 registrar a motiva\u00e7\u00e3o do cliente no seu <a href=\"https:\/\/actionclient.com\/pt-br\/porque-um-crm-para-o-servico-ao-cliente\/\" target=\"_blank\" rel=\"noreferrer noopener\">CRM para oferecer um servi\u00e7o melhor<\/a> posteriormente.<\/p>\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n<p class=\"wp-block-paragraph\">Jean-Pierre Mercier<\/p>\n","protected":false},"excerpt":{"rendered":"<p>SONCAS \u00e9 uma t\u00e9cnica de vendas que data de v\u00e1rios anos atr\u00e1s, mas que ainda \u00e9 relevante hoje, atualizada com a adi\u00e7\u00e3o do E para formar o SONCASE. Ele combina perfeitamente com um m\u00e9todo de persuas\u00e3o, como o CAB ou o m\u00e9todo de vendas SOS. Princ\u00edpios do m\u00e9todo O vendedor tenta determinar a principal motiva\u00e7\u00e3o [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2632,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[31],"tags":[],"class_list":["post-2800","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-nao-categorizado"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>M\u00e9todo de vendas SONCAS<\/title>\n<meta name=\"description\" content=\"O m\u00e9todo de vendas SONCAS o ajuda a determinar a motiva\u00e7\u00e3o do cliente, permitindo que voc\u00ea crie um discurso de vendas apropriado\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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