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\u003C/g>\u003C/g>",{"left":4,"top":4,"width":15,"height":15,"rotate":4,"vFlip":6,"hFlip":6,"body":20},"\u003Cg fill=\"none\">\u003Cg>\n    \u003Cpath\n      fill=\"#F0F0F0\"\n      d=\"M256 512C397.385 512 512 397.385 512 256C512 114.615 397.385 0 256 0C114.615 0 0 114.615 0 256C0 397.385 114.615 512 256 512Z\"\n    />\n\n    \u003Cpath\n      fill=\"#D80027\"\n      d=\"M512 256C512 145.929 442.528 52.0941 345.043 15.9231V496.078C442.528 459.906 512 366.071 512 256Z\"\n    />\n\n    \u003Cpath\n      fill=\"#6DA544\"\n      d=\"M0 256C0 366.071 69.472 459.906 166.957 496.077V15.9231C69.472 52.0941 0 145.929 0 256Z\"\n    />\n  \u003C/g>\u003C/g>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":22},"\u003Cg fill=\"none\">\u003Cpath d=\"M3 6h18\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\"/>\n  \u003Cpath d=\"M3 12h18\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\"/>\n  \u003Cpath d=\"M3 18h18\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\"/>\u003C/g>",{"id":24,"documentId":25,"metaTitle":26,"metaDescription":27,"slug":28,"heroTitle":29,"heroUnderTitle":30,"heroUnderTitle2":31,"heroUnderTitle3":32,"heroCTA":33,"heroVideoUrl":34,"blog":35,"createdAt":36,"updatedAt":37,"publishedAt":38,"locale":39,"sectionSecurity":34,"heroCtAlink":34,"localizations":40,"heroImage":50,"recommendedArticles":135,"contentType":136},7306,"ct8k4nl4z4jlugiiqipshwwz","Hoe de SONCAS-methode te gebruiken","De SONCAS-methode helpt verkopers een pitch op maat van de prospect te maken.","/nl/sales-enablement/verkooptechnieken/soncas-methode/","Alles wat u moet weten over de SONCAS-methode","Identificeer prospectprofielen","Bouw een pitch op maat van klantbehoeften","Sluit deals efficiënter af","Vraag een offerte aan",null,"Onder alle beschikbare methoden in salestraining is de SONCAS-methode al jaren effectief gebleken. Ontstaan in 1993 door Jean-Denis Larradet, bundelt deze verkooptechniek 6 hefbomen om de behoeften van een prospect te begrijpen en een aankoop te stimuleren, rekening houdend met individuele gedragingen.\n\n## Wat is de SONCAS-methode?\n\nIn het tijdperk van internet en e-commerce vraagt u zich misschien af of de SONCAS-methode nog relevant is. Toch wordt deze verkooptechniek, bijna dertig jaar oud, nog steeds veel gebruikt en blijft favoriet bij salesprofessionals.\n\n__De SONCAS-methode is onfeilbaar om de beste argumenten voor uw contact te identificeren__ voor een succesvolle deal, efficiënt en met een stabiele, duurzame relatie.\n\nDe SONCAS-methode onderscheidt 6 verschillende klantprofielen, elk met eigen prioriteiten. Het idee is dat elke klant een koopkans door een specifieke bril bekijkt. Door het profiel te herkennen, weet de verkoper welke argumenten het beste werken.\n\n[Verbeter uw afsluitingen](https://www.leexi.ai/demo#cta)\n\n### 1. Veiligheid\n\nVeiligheid staat op de tweede plaats in Maslow’s behoeftenhiërarchie, die menselijke behoeften rangschikt. __De klant heeft een grote behoefte aan zekerheid en betrouwbaarheid__; zonder die voelt hij zich niet zeker en staat hij gesloten tegenover een aankoop. Volgens de SONCAS-methode kan de verkoper geruststellende argumenten aanhalen zoals klantreferenties, certificeringen, 24/7 klantenservice, expertise en garanties.\n\nDe behoefte aan veiligheid kan zowel een obstakel als een aankoopmotief zijn. Door gerust te stellen en te tonen dat niet kopen risico’s inhoudt, biedt de verkoper een extra argument om de deal te sluiten.\n\n![Meeting](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_fauxels_3182812_ab5e96429c.jpg)\n\n### 2. Trots\n\nDe verkoper moet de prospect subtiel vleien, want __de klant wil zich gewaardeerd voelen en meer en beter hebben dan anderen__. Benadruk de voordelen van het product ten opzichte van concurrenten.\n\nTermen als “premium,” “uniek,” of “limited edition” helpen bij het sluiten van deals. De SONCAS-methode legt uit dat de verkoper zich aanpast aan de gevoeligheid van de prospect en diens marktkennis versterkt om vertrouwen te winnen.\n\n### 3. Nieuwigheid\n\nKlanten houden van nieuwigheid; __het wekt de wens om bij een exclusieve groep te horen__. Ze willen pioniers zijn, vooroplopen. Prijs is minder belangrijk dan de aantrekkingskracht van iets nieuws.\n\n### 4. Comfort\n\nVoor de klant betekent __comfort zowel fysiek als psychologisch welzijn__, dat hij steeds wil verbeteren. Ze willen hun comfortzone niet verlaten—integendeel! Verandering betekent voor hen risico of ongemak.\n\nVolgens de SONCAS-methode moet de verkoper taal gebruiken die aansluit bij de gewoonten van de klant, met vergelijkingen die de klant helpen zich te herkennen.\n\n### 5. Geld\n\nPrijs en kosten zijn cruciale onderhandelingspunten en __de oorzaak van de meeste bezwaren__. Voor deze klanten is geld de belangrijkste beslissingsfactor. De SONCAS-methode helpt zich aan te passen aan dit profiel.\n\nHet is belangrijk te bewijzen dat de aankoop een winstgevende investering op lange termijn is. De verkoper benadrukt hoe het product kosten op termijn verlaagt.\n\n### 6. Sympathie\n\nOm vertrouwen te voelen, __heeft de klant een nauwe band met de verkoper nodig__. Maar let op! Er moet een balans zijn tussen menselijkheid en professionaliteit. Nederigheid, eenvoud, vriendelijkheid en empathie zijn waardevol, maar goed onderbouwde argumenten op maat van de klant blijven noodzakelijk.\n\nDe SONCAS-methode adviseert eerst een goede relatie op te bouwen voordat het product besproken wordt, zonder de pitch of persoonlijke motivaties van de prospect te verwaarlozen.\n\n### 7. Milieu\n\nInderdaad—sommigen voegen een zevende letter toe aan SONCAS! Klimaatverandering is een centraal thema en ook belangrijk voor uw prospects.\n\nSommige prospects geven zelfs ecologische aspecten prioriteit boven prijs als ze een milieuvriendelijker alternatief hebben.\n\nVond u deze uitleg over de SONCAS-methode interessant? Lees gerust soortgelijke artikelen over de SIMAC-methode of Spin Selling!","2026-06-03T14:39:47.403Z","2026-06-03T17:37:32.784Z","2026-06-03T17:41:45.919Z","nl",[41,44,47],{"locale":42,"slug":43,"documentId":25},"fr","/fr/sales-enablement/technique-de-vente/methode-soncas/",{"locale":45,"slug":46,"documentId":25},"en","/en/sales-enablement/sales-techniques/soncas-method/",{"locale":48,"slug":49,"documentId":25},"de","/de/sales-enablement/sales-techniques/soncas-methode/",{"id":51,"documentId":52,"name":53,"alternativeText":54,"caption":34,"width":55,"height":56,"formats":57,"hash":90,"ext":59,"mime":62,"size":91,"url":92,"previewUrl":34,"createdAt":93,"updatedAt":93,"publishedAt":93,"focalPoint":34,"related":94},2140,"txsrr8h4yfh5xjj811cokqkr","pexels-photo-5668838.webp","pexels-photo-5668838",1125,750,{"large":58,"small":68,"medium":76,"thumbnail":82},{"ext":59,"url":60,"hash":61,"mime":62,"name":63,"path":34,"size":64,"width":65,"height":66,"sizeInBytes":67},".webp","https://reliable-canvas-66698e1f5b.media.strapiapp.com/large_pexels_photo_5668838_4f9818ada8.webp","large_pexels_photo_5668838_4f9818ada8","image/webp","large_pexels-photo-5668838.webp",31.36,1000,667,31358,{"ext":59,"url":69,"hash":70,"mime":62,"name":71,"path":34,"size":72,"width":73,"height":74,"sizeInBytes":75},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/small_pexels_photo_5668838_4f9818ada8.webp","small_pexels_photo_5668838_4f9818ada8","small_pexels-photo-5668838.webp",11.6,500,333,11600,{"ext":59,"url":77,"hash":78,"mime":62,"name":79,"path":34,"size":80,"width":56,"height":73,"sizeInBytes":81},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/medium_pexels_photo_5668838_4f9818ada8.webp","medium_pexels_photo_5668838_4f9818ada8","medium_pexels-photo-5668838.webp",21.71,21708,{"ext":59,"url":83,"hash":84,"mime":62,"name":85,"path":34,"size":86,"width":87,"height":88,"sizeInBytes":89},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/thumbnail_pexels_photo_5668838_4f9818ada8.webp","thumbnail_pexels_photo_5668838_4f9818ada8","thumbnail_pexels-photo-5668838.webp",4.56,234,156,4564,"pexels_photo_5668838_4f9818ada8",44.92,"https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_photo_5668838_4f9818ada8.webp","2025-11-04T15:04:53.706Z",[95,108,121,134],{"id":96,"documentId":25,"metaTitle":97,"metaDescription":98,"slug":49,"heroTitle":99,"heroUnderTitle":100,"heroUnderTitle2":101,"heroUnderTitle3":102,"heroCTA":103,"heroVideoUrl":34,"blog":104,"createdAt":105,"updatedAt":105,"publishedAt":106,"locale":48,"__type":107},6812,"Wie man die SONCAS-Methode nutzt","Die SONCAS-Methode hilft Verkäufern, ein auf den Kunden zugeschnittenes Verkaufsgespräch zu führen.","Alles, was Sie über die SONCAS-Methode wissen müssen","Kundenprofile erkennen","Ein auf Kundenbedürfnisse zugeschnittenes Angebot erstellen","Deals effizienter abschließen","Angebot anfordern","Unter den vielen Methoden im Vertriebstraining hat sich die SONCAS-Methode seit Jahren bewährt. 1993 von Jean-Denis Larradet entwickelt, vereint diese Technik 6 Hebel, um Kundenbedürfnisse zu verstehen und den Kauf zu fördern, dabei individuelle Verhaltensweisen zu berücksichtigen.\n\n## Was ist die SONCAS-Methode?\n\nIm Zeitalter von Internet und E-Commerce fragt man sich, ob die SONCAS-Methode noch relevant ist. Doch diese fast 30 Jahre alte Technik wird weiterhin häufig genutzt und ist bei Vertriebsprofis beliebt.\n\n__Die SONCAS-Methode ist narrensicher, um die besten Argumente für Ihren Kontakt zu finden__, damit Sie erfolgreich und effizient abschließen und eine stabile, dauerhafte Beziehung aufbauen.\n\nDie SONCAS-Methode identifiziert 6 verschiedene Kundenprofile mit jeweils eigener Priorität. Sie basiert auf der Idee, dass jeder Kunde eine Kaufgelegenheit durch eine bestimmte Brille betrachtet. Durch das Erkennen des Profils weiß der Verkäufer, welche Argumente zum Abschluss führen.\n\n[Verbessern Sie Ihren Abschluss](https://www.leexi.ai/demo#cta)\n\n### 1. Sicherheit\n\nSicherheit steht an zweiter Stelle in Maslows Bedürfnishierarchie, die menschliche Bedürfnisse ordnet. __Der Kunde hat ein großes Bedürfnis nach Sicherheit und Zuverlässigkeit__; ohne diese fühlt er sich unsicher und verschließt sich einem Kauf. Laut SONCAS-Methode kann der Verkäufer zur Beruhigung Referenzen, Zertifikate und weitere vertrauensbildende Argumente hervorheben (24/7 Kundenservice, Expertise, Garantien etc.).\n\nDas Sicherheitsbedürfnis kann Hindernis und Kaufmotivation zugleich sein. Indem der Verkäufer beruhigt und zeigt, dass Nichtkaufen riskant sein kann, liefert er ein zusätzliches Verkaufsargument.\n\n![Meeting](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_fauxels_3182812_ab5e96429c.jpg)\n\n### 2. Stolz\n\nDer Verkäufer sollte den Interessenten geschickt schmeicheln, denn __der Kunde möchte sich wertgeschätzt fühlen und mehr sowie besser als andere haben__. Vorteile gegenüber Wettbewerbern hervorheben.\n\nBegriffe wie „Premium“, „einzigartig“ oder „Limitierte Auflage“ helfen beim Abschluss. Die SONCAS-Methode erklärt, dass der Verkäufer sich an die Sensibilität des Kunden anpassen und dessen Marktkenntnis stärken muss, um Vertrauen zu gewinnen.\n\n### 3. Neuheit\n\nKunden lieben Neuheiten; __sie wecken das Verlangen, zu einer exklusiven Gruppe zu gehören__. Sie wollen Pioniere sein, der Zeit voraus. Der Preis ist gegenüber dem Reiz eines neuen Produkts zweitrangig.\n\n### 4. Komfort\n\nFür den Kunden bedeutet __Komfort körperliches und psychisches Wohlbefinden__, das er stets verbessern möchte. Er will seine Komfortzone nicht verlassen – im Gegenteil! Veränderung bedeutet für ihn Risiko oder Unbehagen.\n\nNach SONCAS sollte der Verkäufer eine Sprache wählen, die den Gewohnheiten des Kunden entspricht, und Vergleiche nutzen, die der Kunde nachvollziehen kann.\n\n### 5. Geld\n\nPreis und Kaufkosten sind zentrale Verhandlungspunkte und __verursachen die meisten Einwände__. Für diese Kunden ist Geld der Hauptentscheidungsfaktor. Die SONCAS-Methode hilft, sich darauf einzustellen.\n\nWichtig ist zu zeigen, dass der Kauf eine langfristige, rentable Investition ist. Der Verkäufer sollte betonen, wie das Produkt Kosten senkt.\n\n### 6. Sympathie\n\nUm Vertrauen zu gewinnen, __braucht der Kunde eine enge Beziehung zum Verkäufer__. Aber Vorsicht! Es muss ein Gleichgewicht zwischen Menschlichkeit und Professionalität herrschen. Demut, Einfachheit, Freundlichkeit und Empathie sind wertvoll, doch gut fundierte, auf den Kunden zugeschnittene Argumente bleiben nötig.\n\nDie SONCAS-Methode empfiehlt, zunächst eine Beziehung aufzubauen, bevor man über das Produkt spricht, ohne das Verkaufsgespräch oder die persönlichen Motive des Kunden zu vernachlässigen.\n\n### 7. Umwelt\n\nRichtig – manche fügen der SONCAS-Methode einen siebten Buchstaben hinzu! Der Klimawandel ist heute ein zentrales Thema und auch für Ihre Kunden wichtig.\n\nManche Kunden priorisieren ökologische Aspekte sogar über den Preis, wenn sie eine umweltfreundlichere Alternative haben.\n\nHat Ihnen diese Erklärung der SONCAS-Methode gefallen? Lesen Sie gerne ähnliche Artikel über die SIMAC-Methode oder Spin Selling!","2026-06-03T16:34:10.575Z","2026-06-03T16:34:10.645Z","api::child-page.child-page",{"id":109,"documentId":25,"metaTitle":110,"metaDescription":111,"slug":43,"heroTitle":112,"heroUnderTitle":113,"heroUnderTitle2":114,"heroUnderTitle3":115,"heroCTA":116,"heroVideoUrl":34,"blog":117,"createdAt":118,"updatedAt":119,"publishedAt":120,"locale":42,"__type":107},3037,"Comment utiliser la méthode SONCAS","La méthode SONCAS permet aux vendeurs de construire un argumentaire adapté au profil du prospect.","Tout savoir sur la méthode SONCAS","Identifier les profils de prospects","Construire un argumentaire adapté aux besoins du client","Conclure des deals plus efficacement","Obtenir une offre","Parmi toutes les méthodes qui existent dans la formation vente, la méthode SONCAS fait ses preuves depuis de nombreuses années. Créée en 1993 par Jean-Denis Larradet, cette méthode est une technique de vente réunissant 6 leviers permettant de comprendre le besoin d’un prospect afin de déclencher un achat, tout en considérant les individualités comportementales.\n\n## Qu’est-ce que la méthode SONCAS ?\n\nÀ l’heure d’internet et du e-commerce, on peut se demander si la méthode SONCAS est encore d’actualité. Mais il s’avère que cette technique de vente, qui approche la trentaine, est toujours utilisée aujourd’hui et demeure l’une des méthodes de prédilection des commerciaux. \n\n__La méthode SONCAS est infaillible pour déceler les meilleurs arguments à présenter à votre interlocuteur__ afin d’assurer le closing d’un deal, de manière efficace, et en construisant une relation stable et durable avec ce dernier.\n\nLa méthode SONCAS détermine 6 profils de clients bien différents, qui ont chacun une priorité. Elle repose sur le principe que chaque client a tendance à juger d’une opportunité d’achat en suivant un biais particulier. En identifiant le profil du client, le vendeur connaît alors les bons arguments qu’il faut avancer afin de conclure le deal.\n\n[Améliorez votre closing](https://www.leexi.ai/demo#cta)\n\n### 1. La sécurité\n\nLa sécurité arrive en deuxième position dans la pyramide de Maslow, qui répertorie et classe les besoins humains. En effet, __le client a un immense besoin de sécurité et de fiabilité__, sans quoi il ne peut se sentir en confiance et se ferme à l’idée d’un potentiel achat. Selon la méthode SONCAS, pour le rassurer, le vendeur peut mettre en avant des références clients, des certifications mais aussi des arguments qui rassurent (service client en continu, expertise des équipes, garantie…).\n\nLe besoin de sécurité peut à la fois représenter un obstacle et une motivation à l’achat. En rassurant le client, et en mettant en évidence que sans cet achat, il se met en danger, les commerciaux apportent un argument supplémentaire qui les aidera à conclure le deal. \n\n![Meeting](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_fauxels_3182812_ab5e96429c.jpg)\n\n### 2. L’orgueil \n\nLe vendeur a tout intérêt à flatter le prospect avec tact, puisqu’en agissant par orgueil, __le client cherche à être valorisé et à avoir plus et mieux__ que les autres. Il faut présenter les avantages que le produit lui apporte par rapport à ses concurrents. \n\nLes termes “haut de gamme”, “unique”, “série limitée” sont autant d’expressions qui permettent la conclusion d’un deal. La méthode SONCAS explique que le vendeur doit s’adapter à la sensibilité du prospect en confortant l’acheteur dans sa connaissance du marché pour gagner sa confiance. \n\n### 3. La nouveauté\n\nLe client est friand de nouveauté, __elle provoque le désir d’appartenir à une élite restreinte__. Il a besoin de se sentir précurseur, avant-gardiste et d’avoir une longueur d’avance sur les autres. Le coût est peu considéré face au caractère inédit d’un nouveau produit. \n\n### 4. Le confort\n\nPour le client, __la notion de confort correspond à un bien-être physique et psychologique__ qu’il cherche toujours à améliorer. Il ne cherche pas à sortir de sa zone de confort, au contraire ! Pour lui, le changement est synonyme de danger, de mal-être.\n\nSelon la méthode SONCAS, le vendeur doit alors utiliser un vocabulaire qui se rapproche au plus près de ses habitudes, en utilisant des comparaisons qui permettent au client de se raccorder à sa réalité.\n\n### 5. L’argent\n\nLe prix et les dépenses qui découlent de l’achat sont un élément clé de la négociation, et __sont à l’origine de la plupart des objections commerciales__. Pour le client, l’argent est le facteur de décision principal. La méthode SONCAS permet de s'adapter à ce type de profil.\n\nIl est nécessaire de prouver au client que l’achat est un investissement durable et rentable. Le vendeur doit mettre en avant l’idée que le produit réduira ses coûts sur le long terme.\n\n### 6. La sympathie\n\nPour se sentir en confiance, __le client a besoin d’avoir une relation de proximité avec le vendeur__. Mais attention ! Il faut veiller à trouver un équilibre entre humanité et professionnalisme. En effet, l’humilité, la simplicité, la bienveillance et l’empathie ne suffisent pas à conclure une vente. Ils sont des atouts considérables mais des arguments étayés et adaptés à la problématique du client sont nécessaires.  \n\nLa méthode SONCAS conseille donc de tisser un lien avant de parler du produit, sans pour autant mettre de côté l’argumentaire de vente et les motivations personnelles du prospect.\n\n### 7. L’environnement\n\nEt non, vous ne rêvez pas ! Certains ajoutent à la méthode SONCAS une septième lettre ! Les bouleversements climatiques deviennent un enjeu central de notre monde contemporain, et aussi un aspect essentiel des attentes de vos prospects.\n\nEn effet, certains de vos prospects privilégieront peut-être même l’aspect écologique à l’argent s’ils ont accès à une alternative plus respectueuse de l’environnement.\n\nL'explication de la méthode SONCAS vous a plu ? N'hésitez pas à lire des articles similaires sur la méthode SIMAC ou encore la méthode du Spin Selling","2025-11-05T15:32:21.131Z","2026-02-11T10:54:55.473Z","2026-02-11T10:54:55.572Z",{"id":122,"documentId":25,"metaTitle":123,"metaDescription":124,"slug":46,"heroTitle":125,"heroUnderTitle":126,"heroUnderTitle2":127,"heroUnderTitle3":128,"heroCTA":129,"heroVideoUrl":34,"blog":130,"createdAt":131,"updatedAt":132,"publishedAt":133,"locale":45,"__type":107},2814,"How to Use the SONCAS Method","The SONCAS method helps salespeople build a pitch tailored to the prospect's profile.","Everything You Need to Know About the SONCAS Method","Identify prospect profiles","Build a pitch tailored to customer needs","Close deals more efficiently","Get an offer","Among all the methods available in sales training, the SONCAS method has proven effective for many years. Created in 1993 by Jean-Denis Larradet, this sales technique brings together 6 levers to understand a prospect’s needs and trigger a purchase, while considering individual behaviors.\n\n## What is the SONCAS Method?\n\nIn the era of the internet and e-commerce, you might wonder if the SONCAS method is still relevant. Yet, this sales technique, nearly thirty years old, is still widely used today and remains a favorite among sales professionals.\n\n__The SONCAS method is foolproof for identifying the best arguments to present to your contact__ to ensure a successful deal closing, efficiently, and while building a stable, lasting relationship.\n\nThe SONCAS method identifies 6 distinct client profiles, each with its own priority. It’s based on the idea that every client tends to judge a buying opportunity through a particular lens. By identifying the client’s profile, the salesperson knows which arguments to use to close the deal.\n\n[Improve your closing](https://www.leexi.ai/demo#cta)\n\n### 1. Security\n\nSecurity is second in Maslow’s hierarchy of needs, which lists and ranks human needs. Indeed, __the client has a huge need for security and reliability__; without it, they won’t feel confident and will be closed off to a potential purchase. According to the SONCAS method, to reassure them, the salesperson can highlight client references, certifications, and other reassuring arguments (24/7 customer service, team expertise, guarantees, etc.).\n\nThe need for security can be both an obstacle and a motivation to buy. By reassuring the client and showing that not buying could be risky, salespeople provide an extra argument to help close the deal.\n\n![Meeting](https://reliable-canvas-66698e1f5b.media.strapiapp.com/pexels_fauxels_3182812_ab5e96429c.jpg)\n\n### 2. Pride\n\nThe salesperson should tactfully flatter the prospect, since __the client wants to feel valued and have more and better__ than others. Highlight the advantages the product offers over competitors.\n\nTerms like “premium,” “unique,” or “limited edition” help close deals. The SONCAS method explains that the salesperson must adapt to the prospect’s sensitivity and reinforce the buyer’s market knowledge to earn their trust.\n\n### 3. Novelty\n\nClients love novelty; __it creates the desire to belong to an exclusive group__. They want to feel like pioneers, ahead of the curve. Price matters little compared to the appeal of a new product.\n\n### 4. Comfort\n\nFor the client, __comfort means both physical and psychological well-being__, which they always seek to improve. They don’t want to leave their comfort zone—quite the opposite! For them, change means risk or discomfort.\n\nAccording to the SONCAS method, the salesperson should use language that matches the client’s habits, using comparisons that help the client relate to their own reality.\n\n### 5. Money\n\nPrice and the costs associated with a purchase are key negotiation points and __are the source of most sales objections__. For these clients, money is the main decision factor. The SONCAS method helps adapt to this profile.\n\nIt’s important to prove that the purchase is a long-term, profitable investment. The salesperson should emphasize how the product will reduce costs over time.\n\n### 6. Sympathy\n\nTo feel confident, __the client needs a close relationship with the salesperson__. But be careful! There must be a balance between humanity and professionalism. Humility, simplicity, kindness, and empathy are valuable, but well-supported arguments tailored to the client’s needs are still necessary.\n\nThe SONCAS method advises building rapport before talking about the product, without neglecting the sales pitch or the prospect’s personal motivations.\n\n### 7. Environment\n\nThat’s right—some add a seventh letter to the SONCAS method! Climate change is a central issue in today’s world, and also an important factor for your prospects.\n\nSome prospects may even prioritize ecological aspects over price if they have access to a more environmentally friendly alternative.\n\nDid you enjoy this explanation of the SONCAS method? Feel free to read similar articles about the SIMAC method or Spin Selling!","2025-11-24T16:01:49.059Z","2026-02-11T10:53:41.180Z","2026-02-11T10:53:41.295Z",{"id":24,"documentId":25,"metaTitle":26,"metaDescription":27,"slug":28,"heroTitle":29,"heroUnderTitle":30,"heroUnderTitle2":31,"heroUnderTitle3":32,"heroCTA":33,"heroVideoUrl":34,"blog":35,"createdAt":36,"updatedAt":37,"publishedAt":38,"locale":39,"__type":107},[],"child-pages",{"left":4,"top":4,"width":138,"height":10,"rotate":4,"vFlip":6,"hFlip":6,"body":139},330,"\u003Cg fill=\"none\">\u003Cpath d=\"M325.378 65.7492V50.0301H329.083V65.7492H325.378ZM327.241 47.7992C326.654 47.7992 326.149 47.6047 325.726 47.2158C325.303 46.8201 325.092 46.346 325.092 45.7933C325.092 45.2339 325.303 44.7597 325.726 44.3708C326.149 43.9751 326.654 43.7773 327.241 43.7773C327.835 43.7773 328.339 43.9751 328.756 44.3708C329.179 44.7597 329.39 45.2339 329.39 45.7933C329.39 46.346 329.179 46.8201 328.756 47.2158C328.339 47.6047 327.835 47.7992 327.241 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