1. SONCASE

Understand customer motivations:

• Security: Build trust and reliability.
• Orgueil (pride): Appeal to pride or status.
• New: Highlight innovation and uniqueness.
• Comfort: Emphasize convenience and usability.
• Argent (money): Focus on cost-effectiveness.
• Sympathy: Create emotional connection and rapport.
• Ecology: Emphasize environmental responsibility and sustainability.

2. SIMAC

Structure pitches effectively:

• Situation: Set the context.
• Idea: Present the solution.
• Mechanism: Explain how it works (5W+2H).
• Advantages: Highlight benefits.
• Conclusion: Reinforce and close.

3. SPANCO

Manage the sales pipeline:

• Suspect: Identify potential leads.
• Prospect: Qualify leads.
• Analyze: Understand needs.
• Negotiate: Align on terms.
• Conclude: Close the deal.
• Order: Confirm and finalize.

4. CAB

Build strong value propositions:

• Characteristic: Define features of the product or service.
• Advantage: Explain why it is better.
• Benefit: Showcase what the customer gains.

5. AIDCA

Guide the customer journey:

• Attention: Capture the client’s interest.
• Interest: Foster curiosity.
• Desire: Create a need.
• Conviction: Build trust.
• Action: Drive decision-making.

6. SMART

Set clear and effective goals:

• Specific: Define goals that are precise and unambiguous.
• Example: "Increase sales by 20% in the B2B segment."
• Measurable: Ensure the goals can be quantified or tracked.
• Example: "Sign 10 new contracts within the next quarter."
• Achievable: Set realistic and attainable goals.
• Example: "Train two new sales reps to handle the workload."
• Relevant: Align goals with broader business objectives.
• Example: "Focus on renewable energy clients to support company sustainability goals."
• Time-bound: Include a clear deadline or timeframe.
• Example: "Achieve these results by the end of the fiscal year."

7. CRC method

1. Clarify

• Understand the client's objection by asking questions.
• Example: "Could you explain what specifically concerns you about this solution?"

2. Respond

• Provide a tailored response with arguments, evidence, or solutions.
• Example: "We can customize the design to perfectly match your restaurant's atmosphere."

3. Confirm

• Ensure the objection is resolved and the client is satisfied.
• Example: "Does this address your concern?"

Sales Process Stages

1. Lead Generation:

• Research potential clients and identify opportunities.
• Vocabulary: Networking, segmentation, lead generation tools.

1. Lead Qualification:

• Evaluate genuine prospects and understand their needs.
• Vocabulary: Ideal customer profile (ICP), pain points, qualification criteria.

1. Needs Analysis:

• Identify customer pain points and goals.
• Vocabulary: Problem assessment, solution alignment, discovery process.

1. Proposal:

• Present tailored solutions that align with their requirements.
• Vocabulary: Customization, ROI (Return on Investment), scalability.

1. Negotiation & Closing:

• Handle objections, finalize terms, and secure the deal.
• Vocabulary: Counteroffer, win-win strategy, deal structuring.

1. Post-Sales (Loyalty):

• Maintain relationships and look for upselling opportunities.
• Vocabulary: Retention, follow-up, cross-selling.

Advanced Techniques and Tools

1. Behavioral Styles in Sales

• Analytical Clients: Focus on data and logic.
• Strategy: Provide detailed reports and evidence.
• Driver Clients: Focus on results and efficiency.
• Strategy: Be concise and goal-oriented.
• Amiable Clients: Focus on relationships and trust.
• Strategy: Build rapport and show empathy.
• Expressive Clients: Focus on creativity and big-picture ideas.
• Strategy: Share exciting visions and outcomes.

2. Objection Handling Techniques

• Empathize: Show understanding of the client’s concerns.
• Example: "I understand why this might seem like a big change."
• Clarify: Ensure you fully understand the objection.
• Example: "Can you explain what concerns you about the cost?"
• Respond: Provide solutions or explanations.
• Example: "This investment pays off in six months through increased efficiency."

3. CRM Tools

• Purpose: Track interactions, manage leads, and analyze data.
• Benefits:
• Improved follow-up efficiency.
• Centralized information for collaboration.
• Better forecasting and insights.

4. Assertive Behavior in Sales

• Maintain confidence while respecting the other party’s perspective.
• Avoid aggressiveness and passivity; focus on mutual respect and collaboration.
• Vocabulary: Confidence, respect, constructive dialogue.

5. Closing Techniques

• Assumptive Close: Act as if the client has already decided.
• Example: "When would you like us to start the implementation?"
• Alternative Close: Offer two choices to move forward.
• Example: "Would you prefer monthly or quarterly billing?"
• Urgency Close: Create a sense of urgency.
• Example: "This promotional pricing is available until Friday."

Key Metrics for Success

1. Pipeline Velocity:

• Formula: Velocity = (Deals × Deal Size × Close Rate) ÷ Sales Cycle Length.
• Vocabulary: Throughput, bottleneck, forecast accuracy.

1. Balanced Pipeline:

• Ensure deals are distributed across all stages to prevent bottlenecks.

1. Inactive Deals:

• Remove or requalify dormant deals to maintain pipeline health.

Contracts and Negotiation Essentials

Contracts

1. Terms and Conditions:

• Define obligations, rights, and exit clauses clearly.
• Vocabulary: Clause, liability, termination.

1. Payment Terms:

• Specify due dates, penalties, and methods.
• Vocabulary: Installments, default interest, due date.

1. Confidentiality Agreements (NDAs):

• Ensure sensitive information is protected.
• Vocabulary: Proprietary, enforceability, nondisclosure.

1. Performance Metrics:

• Include KPIs and deadlines to measure success.
• Vocabulary: Milestones, benchmarks, SLAs (Service Level Agreements).

Negotiation Strategies

1. Preparation:

• Understand your counterpart’s priorities and potential objections.
• Vocabulary: BATNA (Best Alternative to a Negotiated Agreement), leverage, concessions.

1. Communication:

• Use active listening and assertive language to build rapport.
• Vocabulary: Framing, mirroring, anchoring.

1. Closing:

• Ensure all terms are agreed upon and documented.
• Vocabulary: Consensus, ratification, binding agreement.