The SOS global solution sales technique is an advantageous replacement for cross-selling and upselling techniques, thanks to a global solution that will best satisfy the customer through a combination of products and services that you offer because you are the specialist in your field.
The idea is not to try to add extra products one after the other, at the risk of frustrating the customer, but rather to offer them the best possible offer from the start, based on a global discovery of their situation and needs. If the customer cannot afford the ideal solution, the offer is reduced by prioritizing their most important and urgent needs. To learn more, you can take our online sales course.
SOS global solution – sales techniques
- Situation
- Objective
- Total solution
The method is particularly effective with a customer who contacts us to buy a specific product or service. The idea is not to offer the requested product right away, but to first ask questions about their situation and goals, to check whether the solution they are asking for is the best one for them and whether better advice is possible. It is also a way to discover their psychological motivation with the SEC or SONCAS method. With the information obtained, the salesperson can recommend the best global offer and adapt their argument to the buyer’s motivation.
How to apply the method
Here’s a general example of how to use the method
Customer :
- I would like to purchase product X
Seller :
- Yes, I understand. In order to serve you better, can you tell me about your current situation? Your goals?
- Perfect, then I’ll offer you something even better than product X, a combination of product A, product B, and service C.
Examples
In the financial sector
- Customer :
- I would like a $20,000 credit
- Advisor :
- What is your financial situation?
- What’s your objective? Your project?
- Customer: I want to travel abroad
- Adviser: I’m going to make you a global proposal, much more interesting for you,
- A loan
- Systematic savings to improve your credit rating and make it easier to repay your loan.
- Sickness insurance so that you can repay your loan even if you have to stop working
- A credit card for your trip with transport insurance, you’ll also earn points when you use it.
Beauty sector
- Customer :
- I want make-up, I’m tired after work
- Advisor :
- I’ll find that for you, but first, tell me, how does your skin feel at the end of the day?
- What would be your dream for your skin?
- Customer :
- I work in very dry offices and my skin feels tight at the end of the day. I’d like to feel better in the evening, to enhance my face when I go out.
- Overall solution from the consultant.
- It’s perfect, I’m going to offer you a global solution for your skin and not just a solution to hide it.
- First, a protective cream that will make your skin 10 years younger.
- Make-up to highlight your eyes
- A fragrance to please you
In conclusion
The total solution is better for the customer, easier to sell than a single product, and more profitable for you.
On the other hand, it requires intelligent selling, focused on the customer, his situation and his dreams, and of course a lot of practice.
Jean-Pierre Mercier