{"id":24573,"date":"2023-12-20T11:21:37","date_gmt":"2023-12-20T15:21:37","guid":{"rendered":"https:\/\/challenge-action.com\/sos-sales-technique\/"},"modified":"2025-03-17T16:18:19","modified_gmt":"2025-03-17T20:18:19","slug":"sos-sales-technique","status":"publish","type":"post","link":"https:\/\/challenge-action.com\/en\/sos-sales-technique\/","title":{"rendered":"SOS sales technique"},"content":{"rendered":"\n<p>Salespeople realized that it was easier to sell to customers with a problem than to those without. This led to the development of techniques such as SPIN, which are based on the customer&#8217;s problem, the aim of which is to increase perception by asking about the consequences for the customer. The difficulty is that many people don&#8217;t like to be told they have problems, especially by a stranger, let alone a salesperson.<\/p>\n\n<p>The SOS sales technique has the enormous advantage over <a href=\"https:\/\/actionclient.com\/techniques-de-vente\/\" target=\"_blank\" rel=\"noreferrer noopener\">many other sales techniques<\/a> of making the customer see the problem without talking about it, and focusing on his dreams.<\/p>\n\n<h2 class=\"wp-block-heading\">The SOS sales technique<\/h2>\n\n<p>Situation<\/p>\n\n<p>Objective<\/p>\n\n<p>Solution<\/p>\n\n<p>A problem is in fact a gap between a current situation and a desired situation, which we call &#8220;Objective&#8221;.<\/p>\n\n<p>The technique is based on three key principles:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Customers are always more likely to believe what they say than what we tell them, so we make them say things, but in a structured way.<\/li>\n\n\n\n<li>A dream or a project is more salesy and positive than a problem and its consequences, which is why it&#8217;s a good idea to end with the interviewer&#8217;s objectives.<\/li>\n\n\n\n<li>Once the customer wants something better than what he currently has, he&#8217;s ripe for a solution, but it&#8217;s best not to ask him what it is, as he&#8217;s likely to ask for a solution that we can&#8217;t offer. Here, the salesperson plays his role as advisor.<\/li>\n<\/ul>\n\n<figure class=\"wp-block-image size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"570\" src=\"https:\/\/challenge-action.com\/wp-content\/uploads\/2023\/12\/SOS-1-1024x570.png\" alt=\"\" class=\"wp-image-24478\" style=\"width:580px;height:auto\" srcset=\"https:\/\/challenge-action.com\/wp-content\/uploads\/2023\/12\/SOS-1-1024x570.png 1024w, https:\/\/challenge-action.com\/wp-content\/uploads\/2023\/12\/SOS-1-300x167.png 300w, https:\/\/challenge-action.com\/wp-content\/uploads\/2023\/12\/SOS-1-768x427.png 768w, https:\/\/challenge-action.com\/wp-content\/uploads\/2023\/12\/SOS-1.png 1287w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n<h2 class=\"wp-block-heading\">How to apply the sales technique<\/h2>\n\n<p>The idea is to ask questions in a structured way, while remaining customer-focused, starting with open-ended questions and ending with closed-ended ones, but at the customer&#8217;s pace.<\/p>\n\n<p>The logical order would normally be to start with the situation and then move on to the customer&#8217;s objectives, before proposing the solution. But in a store, the order is reversed: the customer arrives asking for a product, and it&#8217;s the sales assistant&#8217;s job to ask what it&#8217;s going to be used for, i.e. the customer&#8217;s objective. Basically, the key is to create a gap, regardless of the order of the discussion.<\/p>\n\n<p>Situation questions<\/p>\n\n<p>Situational questions depend on the profession you are without, but can revolve around this:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>You<\/li>\n\n\n\n<li>Your family<\/li>\n\n\n\n<li>Your financial situation<\/li>\n\n\n\n<li>What you like about the current situation and what you don&#8217;t.<\/li>\n<\/ul>\n\n<p>Questions about the objective<\/p>\n\n<p>It is not always necessary to ask them, as the customer will often give them themselves, but here are some examples:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>What&#8217;s your objective?<\/li>\n\n\n\n<li>What&#8217;s your dream?<\/li>\n\n\n\n<li>What would be your ideal?<\/li>\n\n\n\n<li>What would you like to benefit from?<\/li>\n<\/ul>\n\n<p>It&#8217;s at the level of the objective that we place the customer&#8217;s motivations, which we&#8217;ve discovered through <a href=\"https:\/\/challenge-action.com\/en\/soncas-psychological-customer-discovery-method\/\" target=\"_blank\" rel=\"noreferrer noopener\">SONCAS<\/a> or <a href=\"https:\/\/challenge-action.com\/en\/sec-psychological-discovery-of-a-customer\/\" target=\"_blank\" rel=\"noreferrer noopener\">SEC<\/a>.<\/p>\n\n<p>The difficulty arises when a customer feels that he&#8217;s happy with his situation and that there&#8217;s nothing to improve. It&#8217;s then up to the salesperson to try to show that he can have better and to try to create a gap by asking the customer if he could still have better, what his ideal situation would be.<\/p>\n\n<p>Questions about the solution should be avoided, unless you&#8217;re proposing tailor-made solutions that you can adapt as you see fit. In all cases, the customer continues to play an advisory role.<\/p>\n\n<h2 class=\"wp-block-heading\">Examples of SOS techniques<\/h2>\n\n<p>In the financial sector<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Situation&nbsp;:<ul><li>What is your personal situation? Family?<\/li><\/ul><ul><li>Where do you work?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Your financial situation?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Objectif&nbsp;:<ul><li>What are your plans?<\/li><\/ul><ul><li>Your dreams?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Your retirement dreams?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<p>Beauty products sector, skin cream<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Situation&nbsp;:<ul><li>how does your skin feel at the end of the day?<\/li><\/ul><ul><li>What kind of environment do you work in? Too dry? Too cold?<\/li><\/ul><ul><li>Partez en vacances au soleil &nbsp;bient\u00f4t ?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>What is your current skincare routine?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Objective<ul><li>What would be your dream?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>If I had a magic wand, what would you like to look like? <\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">SOS sales technique, conclusion<\/h2>\n\n<p>The SOS sales technique is simple, effective and positive, while at the same time being able to play on the contrast between the current situation and the ideal situation. It&#8217;s the best sales technique if you know how to use it well.<\/p>\n\n<p>It can also be broken down into several variants, such as the SOS global solution and the SOSAI in the event of competition and the need to compare solutions.<\/p>\n\n<p>Jean-Pierre Mercier<\/p>\n\n<p><a href=\"https:\/\/challenge-action.com\/formation-vente\/\">All our sales training courses<\/a><\/p>\n\n<p><a href=\"https:\/\/challenge-action.com\/formations\/vente\/\">Our sales course<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Salespeople realized that it was easier to sell to customers with a problem than to those without. This led to the development of techniques such as SPIN, which are based on the customer&#8217;s problem, the aim of which is to increase perception by asking about the consequences for the customer. The difficulty is that many [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":24339,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-24573","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-non-classifiee"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.1.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>SOS sales technique<\/title>\n<meta name=\"description\" content=\"The SOS sales technique is simple, based not only on the customer&#039;s problem, but also on his goal and his dream - the best of all methods.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/challenge-action.com\/en\/sos-sales-technique\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"SOS sales technique\" \/>\n<meta property=\"og:description\" content=\"The SOS sales technique is simple, based not only on the customer&#039;s problem, but also on his goal and his dream - 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