{"id":38016,"date":"2024-05-06T11:52:45","date_gmt":"2024-05-06T15:52:45","guid":{"rendered":"https:\/\/challenge-action.com\/psai-sales-techniques\/"},"modified":"2025-03-17T16:13:59","modified_gmt":"2025-03-17T20:13:59","slug":"psai-sales-techniques","status":"publish","type":"post","link":"https:\/\/challenge-action.com\/en\/psai-sales-techniques\/","title":{"rendered":"PSAI sales techniques"},"content":{"rendered":"\n<p>PSAI is one of the <a href=\"https:\/\/actionclient.com\/techniques-de-vente\/\">sales techniques<\/a> centered on the customer and his problem. It&#8217;s the French equivalent of the American SPIN technique, widely used in North America.<\/p>\n\n<h2 class=\"wp-block-heading\">Description of the PSAI sales technique<\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Problem<\/li>\n\n\n\n<li>Solution<\/li>\n\n\n\n<li>Benefits<\/li>\n\n\n\n<li>Disadvantages<\/li>\n<\/ul>\n\n<figure class=\"wp-block-image size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"595\" src=\"https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-1024x595.png\" alt=\"\" class=\"wp-image-37706\" style=\"width:497px;height:auto\" srcset=\"https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-1024x595.png 1024w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-300x174.png 300w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-768x446.png 768w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-1536x893.png 1536w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente.png 1645w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n<p>It&#8217;s hard to sell to a customer who doesn&#8217;t have a need, so we have to try to find the problem, or bring it out in the customer, before presenting our solution.<\/p>\n\n<p>The advantages of the method :<\/p>\n\n<ul class=\"wp-block-list\">\n<li>It helps to destabilize a customer who thinks his solution is good, without knowing that he could do better. <\/li>\n\n\n\n<li>It&#8217;s easy to criticize a competitor&#8217;s solution, since you recognize that it also has advantages, but you&#8217;re presenting advantages that it isn&#8217;t looking for.<\/li>\n\n\n\n<li>We match the benefits of our solution with those sought by the customer.<\/li>\n\n\n\n<li>We can play on the comparison of solutions by playing on the order of advantages and disadvantages, knowing that a customer always retains better what is said at the end.<\/li>\n<\/ul>\n\n<p>The disadvantages of this method are twofold:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Some customers don&#8217;t like to have their problem put in front of them; their ego is hit all the harder when someone else brings it to light. The <a href=\"https:\/\/challenge-action.com\/en\/sos-technique-de-vente-2\/\">SOS sales method<\/a> is better, because it allows you to achieve the same result without having to face this difficulty.<\/li>\n\n\n\n<li>The salesperson can spend too much time highlighting the problem when the customer is ready to take action and buy.<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">How to put the method into practice<\/h2>\n\n<ul class=\"wp-block-list\">\n<li>Questionnez le client sur son probl\u00e8me avec des questions telles que&nbsp;:<ul><li>What don&#8217;t you like about the current situation?<\/li><\/ul><ul><li>What are the sources of your difficulties?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>What are the consequences? How much does it cost? What does this mean to you?<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Compare solutions<ul><li>Start with the competition&#8217;s solution and end with your own.<\/li><\/ul><ul><li>Describe the competing solution, starting with its advantages and ending with its disadvantages, which you highlight.<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Start with the disadvantages of your solution, putting them into perspective, then end with the advantages, which you highlight.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Close the sale<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">Example of PSAI method application<\/h2>\n\n<p>Automotive<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Probl\u00e8me<ul><li>Vendeur&nbsp;: pourquoi voulez-vous changer de voiture ? Quel est votre probl\u00e8me ?<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>Customer: my car only has two-wheel drive, and every winter I get caught in snow banks. I can&#8217;t take it anymore. I need a car with four-wheel drive, your vehicle is beyond my budget, there&#8217;s a cheaper vehicle available from your competitor.<\/li>\n<\/ul>\n<\/li>\n\n\n\n<li>Solution\n<ul class=\"wp-block-list\">\n<li>Vendeur&nbsp;: je comprends, je vais comparer les deux solutions qui s\u2019offrent \u00e0 vous<ul><li>The other model does indeed offer four-wheel drive, the advantage being that it&#8217;s a little less expensive than ours, the disadvantage being that the system is far less efficient, so if you get caught in a big snow bank you won&#8217;t be able to get out, and that&#8217;s what&#8217;s important to you, isn&#8217;t it?<\/li><\/ul><ul><li>Ours is a little more expensive, but it&#8217;s the best 4X4 on the market, and I&#8217;ll explain why and show you why. You&#8217;re sure to get out if you get stuck in the snow.<\/li><\/ul>\n<ul class=\"wp-block-list\">\n<li>since it&#8217;s convenient for you, we&#8217;ll take care of the purchase formalities.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n\n<h2 class=\"wp-block-heading\">In conclusion<\/h2>\n\n<p>PSAI is a remarkable sales technique for <a href=\"https:\/\/challenge-action.com\/en\/how-to-sell-a-product-or-a-service\/\">selling a product or<\/a> service in a highly competitive market, but it requires you to know the advantages and disadvantages of your competitors, whose offers change regularly.<\/p>\n\n<p>Jean-Pierre Mercier<\/p>\n\n<p><\/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:\/\/boutique.challenge-action.com\/nos-formations\/?filtres=vente\"><\/a><a href=\"https:\/\/challenge-action.com\/formations\/vente\/\">Our sales course<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>PSAI is one of the sales techniques centered on the customer and his problem. It&#8217;s the French equivalent of the American SPIN technique, widely used in North America. Description of the PSAI sales technique It&#8217;s hard to sell to a customer who doesn&#8217;t have a need, so we have to try to find the problem, [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":19806,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-38016","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>PSAI sales techniques<\/title>\n<meta name=\"description\" content=\"The PSAI sales technique focuses on the customer&#039;s problem and enables subtle comparisons of solutions. 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