{"id":2836,"date":"2024-01-05T21:03:24","date_gmt":"2024-01-05T21:03:24","guid":{"rendered":"https:\/\/actionclient.com\/metodo-de-vendas-sec\/"},"modified":"2025-03-20T13:08:27","modified_gmt":"2025-03-20T13:08:27","slug":"metodo-de-vendas-sec","status":"publish","type":"post","link":"https:\/\/actionclient.com\/pt-br\/metodo-de-vendas-sec\/","title":{"rendered":"M\u00e9todo de vendas SEC"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">O m\u00e9todo SEC \u00e9 uma simplifica\u00e7\u00e3o do <a href=\"https:\/\/actionclient.com\/pt-br\/metodo-de-vendas-soncas-e-soncase\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todo de vendas SONCAS<\/a> ou SONCASE. O objetivo \u00e9 simplificar o trabalho dos vendedores para que eles possam se concentrar em persuadir o cliente. De <a href=\"https:\/\/actionclient.com\/pt-br\/tecnicas-de-venda\/\" target=\"_blank\" rel=\"noreferrer noopener\">todas as t\u00e9cnicas de vendas<\/a>, o m\u00e9todo SONCAS \u00e9 o b\u00e1sico, usado em combina\u00e7\u00e3o com os outros.<\/p>\n\n<h2 class=\"wp-block-heading\">Lembrete sobre os m\u00e9todos SONCAS e SONCASE<\/h2>\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>Conveni\u00eancia &#8211; Conforto<\/li>\n\n\n\n<li>Prata<\/li>\n\n\n\n<li>Simpatia pelo produto, servi\u00e7o ou vendedor<\/li>\n\n\n\n<li>Ecologia &#8211; Meio ambiente<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">O m\u00e9todo de vendas da SEC<\/h2>\n\n<p class=\"wp-block-paragraph\">Muitos vendedores acham dif\u00edcil identificar 7 motiva\u00e7\u00f5es diferentes, portanto, \u00e9 poss\u00edvel simplificar o m\u00e9todo agrupando-as em tr\u00eas grupos de motiva\u00e7\u00f5es.<\/p>\n\n<h3 class=\"wp-block-heading\">Seguran\u00e7a<\/h3>\n\n<p class=\"wp-block-paragraph\">A seguran\u00e7a pode ser uma das v\u00e1rias motiva\u00e7\u00f5es<\/p>\n\n<ul class=\"wp-block-list\">\n<li>A pr\u00f3pria seguran\u00e7a<\/li>\n\n\n\n<li>Dinheiro para os clientes que querem economizar por uma quest\u00e3o de seguran\u00e7a<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Ego<\/h3>\n\n<p class=\"wp-block-paragraph\">No SONCAS, o ego obviamente se refere \u00e0 motiva\u00e7\u00e3o do Orgulho, portanto, pode abranger as seguintes motiva\u00e7\u00f5es:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Orgulho<\/li>\n\n\n\n<li>Dinheiro: para o cliente que deseja comprar caro para se destacar da multid\u00e3o<\/li>\n\n\n\n<li>Ecologia: muitas pessoas colocam seu ego em risco ao usar produtos verdes<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Conveni\u00eancia<\/h3>\n\n<p class=\"wp-block-paragraph\">A conveni\u00eancia pode incluir as seguintes motiva\u00e7\u00f5es:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Conveni\u00eancia<\/li>\n\n\n\n<li>Conforto<\/li>\n\n\n\n<li>Simpatia pelo produto: o cliente gosta do produto porque ele \u00e9 f\u00e1cil de usar ou, simplesmente, confort\u00e1vel.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Como usar o m\u00e9todo SEC<\/h2>\n\n<p class=\"wp-block-paragraph\">Como vendedor, voc\u00ea deve seguir as etapas abaixo:<\/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>Ouvir o que o cliente deseja geralmente \u00e9 suficiente para identificar a motiva\u00e7\u00e3o certa.<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Fa\u00e7a uma pergunta geral sobre as expectativas do cliente, como &#8220;o que \u00e9 importante para voc\u00ea&#8221;.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Argumentar sobre a principal motiva\u00e7\u00e3o identificada<ul><li>Use uma t\u00e9cnica simples, como <a href=\"https:\/\/challenge-action.com\/cap-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">CAP<\/a> ou <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>Melhor ainda, estruture seu discurso de vendas usando o <a href=\"https:\/\/challenge-action.com\/sos-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todo de vendas SOS<\/a> ou a <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\">Em conclus\u00e3o<\/h2>\n\n<p class=\"wp-block-paragraph\">Qualquer vendedor iniciante sabe que n\u00e3o se vende especifica\u00e7\u00f5es t\u00e9cnicas, mas sim benef\u00edcios. Mas esses benef\u00edcios devem estar alinhados com o que o cliente est\u00e1 procurando. Um benef\u00edcio que n\u00e3o esteja alinhado com as expectativas do cliente pode ser visto como uma desvantagem, portanto, voc\u00ea precisa mostrar que sua solu\u00e7\u00e3o permitir\u00e1 que o cliente realize seus sonhos.<\/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>O m\u00e9todo SEC \u00e9 uma simplifica\u00e7\u00e3o do m\u00e9todo de vendas SONCAS ou SONCASE. O objetivo \u00e9 simplificar o trabalho dos vendedores para que eles possam se concentrar em persuadir o cliente. De todas as t\u00e9cnicas de vendas, o m\u00e9todo SONCAS \u00e9 o b\u00e1sico, usado em combina\u00e7\u00e3o com os outros. Lembrete sobre os m\u00e9todos SONCAS e [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":1444,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[31],"tags":[],"class_list":["post-2836","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 SEC<\/title>\n<meta name=\"description\" content=\"O m\u00e9todo de vendas SEC \u00e9 uma aplica\u00e7\u00e3o simplificada e igualmente eficaz do m\u00e9todo SONCAS para identificar as motiva\u00e7\u00f5es do cliente.\" \/>\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\/pt-br\/metodo-de-vendas-sec\/\" \/>\n<meta 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