{"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":"2026-11-01T14:37:29","modified_gmt":"2026-11-01T18:37:29","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 class=\"wp-block-paragraph\">PSAI is one of the sales techniques centred on the customer and their problem. It is roughly the French equivalent of the American SPIN technique, which is widespread in North America. To learn more, you can also take our <a href=\"\/en\/courses\/sales-course\/\">online sales course<\/a>.<\/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.avif\" 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.avif 1024w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-300x174.avif 300w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-768x446.avif 768w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente-1536x893.avif 1536w, https:\/\/challenge-action.com\/wp-content\/uploads\/2024\/05\/PSAI-Technique-de-vente.avif 1645w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n<p class=\"wp-block-paragraph\">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 class=\"wp-block-paragraph\">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 class=\"wp-block-paragraph\">The disadvantages of this method are twofold:<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Some customers do not like having their problem put in front of them, and their ego is all the more hurt when someone else points it out. The <a href=\"https:\/\/challenge-action.com\/en\/sos-sales-technique\/\">SOS sales method<\/a> is better, because it achieves the same result without running into 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>Ask the customer about his problem with questions such as:<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 class=\"wp-block-paragraph\">Automotive<\/p>\n\n<ul class=\"wp-block-list\">\n<li>Problem<ul><li>Seller: why do you want to change your car? What&#8217;s your problem?<\/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>Seller: I understand, I&#8217;ll compare the two solutions available to you.<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 class=\"wp-block-paragraph\">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<\/a> in a highly competitive market, but it requires you to know your competitors\u2019 strengths and weaknesses well, and their offers change regularly.<\/p>\n\n<p class=\"wp-block-paragraph\">Jean-Pierre Mercier<\/p>\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n<p class=\"wp-block-paragraph\"><a href=\"\/en\/#courses\">All our online courses<\/a><\/p>\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/challenge-action.com\/en\/courses\/sales-course\/\">Our online sales course<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>PSAI is one of the sales techniques centred on the customer and their problem. It is roughly the French equivalent of the American SPIN technique, which is widespread in North America. To learn more, you can also take our online sales course. Description of the PSAI sales technique It&#8217;s hard to sell to a customer [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":19806,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[],"class_list":["post-38016","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\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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