The SONCAS-E method for building a sales pitch
Posted: Wed Apr 30, 2025 3:59 am
A sales executive in the automotive industry, Jean-Denis Larradet invented the SONCAS method in 1993. He drew inspiration from Maslow's pyramid to identify the six main purchasing motivations of his contacts.
He synthesizes them under the acronym SONCAS:
Security ,
O rgueil,
New ,
Comfort ,
Money ,
Sympathy .
Today, a seventh guatemala phone number data engine is being added, designated by the letter E: Environment ( or Ecology). This is why we now speak of SONCAS-E .
The SONCAS-E method involves identifying your prospect's "driver" to create a personalized and effective sales pitch . The goal is to use SONCAS-E to ultimately encourage a purchase .
Thirty years after its creation, this method remains among the most popular sales techniques . It even applies to the digital sales cycle. The SONCAS-E method also lends itself to the current expectations of e-consumers, who are looking for more human commercial relationships, which the Internet has tended to abandon.
He synthesizes them under the acronym SONCAS:
Security ,
O rgueil,
New ,
Comfort ,
Money ,
Sympathy .
Today, a seventh guatemala phone number data engine is being added, designated by the letter E: Environment ( or Ecology). This is why we now speak of SONCAS-E .
The SONCAS-E method involves identifying your prospect's "driver" to create a personalized and effective sales pitch . The goal is to use SONCAS-E to ultimately encourage a purchase .
Thirty years after its creation, this method remains among the most popular sales techniques . It even applies to the digital sales cycle. The SONCAS-E method also lends itself to the current expectations of e-consumers, who are looking for more human commercial relationships, which the Internet has tended to abandon.