{"id":2842,"date":"2024-01-05T21:38:13","date_gmt":"2024-01-05T21:38:13","guid":{"rendered":"https:\/\/actionclient.com\/metodo-de-vendas-sos\/"},"modified":"2025-03-20T13:07:32","modified_gmt":"2025-03-20T13:07:32","slug":"metodo-de-vendas-sos","status":"publish","type":"post","link":"https:\/\/actionclient.com\/pt-br\/metodo-de-vendas-sos\/","title":{"rendered":"M\u00e9todo de vendas SOS"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">O m\u00e9todo de vendas SOS se baseia em descobrir a situa\u00e7\u00e3o e os problemas do cliente e, em seguida, entender seus sonhos, antes de propor uma solu\u00e7\u00e3o que permita alcan\u00e7\u00e1-los.<\/p>\n\n<p class=\"wp-block-paragraph\">De todos os <a href=\"https:\/\/actionclient.com\/pt-br\/tecnicas-de-venda\/\" target=\"_blank\" rel=\"noreferrer noopener\">m\u00e9todos de vendas<\/a>, o SOS \u00e9 o mais simples, mais intuitivo e mais eficaz.<\/p>\n\n<h2 class=\"wp-block-heading\">O m\u00e9todo de vendas SOS<\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Situa\u00e7\u00e3o<\/li>\n\n\n\n<li>Objetivo<\/li>\n\n\n\n<li>Solu\u00e7\u00e3o<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Situa\u00e7\u00e3o<\/h3>\n\n<p class=\"wp-block-paragraph\">Nessa fase, a equipe de vendas tenta descobrir mais sobre o cliente de forma neutra, usando perguntas abertas, mas n\u00e3o hesitar\u00e1 em entrar em mais detalhes se o cliente mencionar algum problema.<\/p>\n\n<p class=\"wp-block-paragraph\">Ao contr\u00e1rio do m\u00e9todo SPIN, que \u00e9 altamente estruturado, com o SOS seguimos naturalmente a linha de pensamento do cliente, tentando ser o mais neutro poss\u00edvel em nossas perguntas para n\u00e3o despertar sua desconfian\u00e7a.<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Clientes empresariais<ul><li>Fale-me sobre sua organiza\u00e7\u00e3o<\/li><\/ul><ul><li>Quem faz o qu\u00ea? Estrutura?<\/li><\/ul><ul><li>Sistema de produ\u00e7\u00e3o?<\/li><\/ul><ul><li>Distribui\u00e7\u00e3o?<\/li><\/ul><ul><li>Sistema de vendas?<\/li><\/ul><ul><li>Quais s\u00e3o seus funcion\u00e1rios? Experi\u00eancia?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Vantagens e desvantagens da solu\u00e7\u00e3o que voc\u00ea usa? Consequ\u00eancias para seus resultados financeiros?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Cliente pessoal<ul><li>Quem usa a solu\u00e7\u00e3o atual?<\/li><\/ul><ul><li>Em que voc\u00ea est\u00e1 envolvido? De sua fam\u00edlia?<\/li><\/ul><ul><li>Quais s\u00e3o as vantagens e desvantagens?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Quais s\u00e3o as consequ\u00eancias?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h3 class=\"wp-block-heading\">Objetivo<\/h3>\n\n<p class=\"wp-block-paragraph\">Quando voc\u00ea tiver um bom entendimento da situa\u00e7\u00e3o, dos problemas e das dificuldades do cliente, poder\u00e1 perguntar a ele qual seria o ideal.<\/p>\n\n<p class=\"wp-block-paragraph\">Para um cliente comercial, \u00e9 mais prov\u00e1vel que usemos a palavra objetivo:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Qual \u00e9 o seu objetivo estrat\u00e9gico?<\/li>\n\n\n\n<li>Qual \u00e9 sua meta financeira para este ano?<\/li>\n\n\n\n<li>Quais s\u00e3o seus planos para o futuro?<\/li>\n\n\n\n<li>O que \u00e9 importante para voc\u00ea?<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">Para um indiv\u00edduo, preferimos a palavra &#8220;ideal&#8221; ou &#8220;sonho&#8221;:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Qual seria o seu ideal?<\/li>\n\n\n\n<li>Qual \u00e9 o seu sonho?<\/li>\n\n\n\n<li>Que sonho voc\u00ea acha que \u00e9 inating\u00edvel? Gostaria de saber como posso ajud\u00e1-lo a alcan\u00e7ar esse objetivo.<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">O objetivo tamb\u00e9m pode representar a motiva\u00e7\u00e3o do cliente, que voc\u00ea conseguiu descobrir usando o <a href=\"https:\/\/actionclient.com\/pt-br\/metodo-de-vendas-soncas-e-soncase\/\">m\u00e9todo de vendas SONCAS<\/a> ou a <a href=\"https:\/\/actionclient.com\/pt-br\/metodo-de-vendas-sec\/\">t\u00e9cnica SEC<\/a>.<\/p>\n\n<h3 class=\"wp-block-heading\">Solu\u00e7\u00e3o<\/h3>\n\n<p class=\"wp-block-paragraph\">De modo geral, voc\u00ea deve evitar pedir ao cliente a solu\u00e7\u00e3o que ele deseja, pois ele n\u00e3o tem certeza de que voc\u00ea pode oferecer as caracter\u00edsticas t\u00e9cnicas da solu\u00e7\u00e3o de que ele precisa. \u00c9 melhor mostrar a eles como sua solu\u00e7\u00e3o permitir\u00e1 que atinjam seus objetivos.<\/p>\n\n<p class=\"wp-block-paragraph\">A exce\u00e7\u00e3o \u00e9 se voc\u00ea puder oferecer uma solu\u00e7\u00e3o sob medida que se adapte a cada cliente, o que se torna um ponto forte.<\/p>\n\n<h2 class=\"wp-block-heading\">Exemplo de aplica\u00e7\u00e3o<\/h2>\n\n<p class=\"wp-block-paragraph\">Produtos de beleza<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Situa\u00e7\u00e3o<ul><li>Fale sobre sua pele<\/li><\/ul><ul><li>Qual \u00e9 sua rotina de cuidados com a pele?<\/li><\/ul><ul><li>Voc\u00ea trabalha em um escrit\u00f3rio com ar-condicionado?<\/li><\/ul><ul><li>Voc\u00ea pratica esportes que exp\u00f5em sua pele ao sol?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Como sua pele se sente no final do dia?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<ul class=\"wp-block-list\">\n<li>Objetivo<ul><li>Qual seria seu sonho para sua pele?<\/li><\/ul><ul><li>Se eu tivesse uma varinha m\u00e1gica, como voc\u00ea gostaria de se parecer?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>O que \u00e9 importante para voc\u00ea?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Solu\u00e7\u00e3o<ul><li>Bem, estou oferecendo a voc\u00ea a chance de realizar seu sonho com o tratamento que estou prestes a lhe oferecer, e vamos fazer isso juntos. Aqui est\u00e3o as <a href=\"https:\/\/www.cairn.info\/marketing--9782100711154-page-68.htm\" target=\"_blank\" rel=\"noreferrer noopener\">caracter\u00edsticas t\u00e9cnicas dos<\/a> produtos utilizados <\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Estenderemos seu tratamento com cremes para aplicar em casa e acompanhamento, e marcaremos consultas imediatamente.<\/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\">A <a href=\"https:\/\/challenge-action.com\/sos-technique-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">t\u00e9cnica SOS<\/a> \u00e9 a melhor para a maioria das vendas. Ele tamb\u00e9m vem em v\u00e1rias vers\u00f5es:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>O m\u00e9todo SOS simples descrito aqui<\/li>\n\n\n\n<li>A t\u00e9cnica SOSAI usada em situa\u00e7\u00f5es competitivas<\/li>\n\n\n\n<li>A solu\u00e7\u00e3o global SOS para vendas inbound<\/li>\n<\/ul>\n\n<p class=\"wp-block-paragraph\">O m\u00e9todo \u00e9 centrado no cliente, em suas dificuldades e em seus sonhos, e voc\u00ea \u00e9 o especialista que poder\u00e1 ajudar seu cliente a alcan\u00e7\u00e1-los.<\/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 de vendas SOS se baseia em descobrir a situa\u00e7\u00e3o e os problemas do cliente e, em seguida, entender seus sonhos, antes de propor uma solu\u00e7\u00e3o que permita alcan\u00e7\u00e1-los. De todos os m\u00e9todos de vendas, o SOS \u00e9 o mais simples, mais intuitivo e mais eficaz. O m\u00e9todo de vendas SOS Situa\u00e7\u00e3o Nessa fase, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":2676,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[31],"tags":[],"class_list":["post-2842","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 SOS<\/title>\n<meta name=\"description\" content=\"O m\u00e9todo de vendas SOS \u00e9 a mais simples, mais intuitiva e mais eficaz de todas as t\u00e9cnicas de vendas. 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