SPANCO sales method: converting the prospect into a customer
Posted: Sun Apr 20, 2025 9:29 am
The SPANCO sales method is a six-step sales technique for converting a prospect into a customer. SPANCO stands for: Suspect, Prospect, Analysis, Negotiation, Conclusion , and Order . It guides the salesperson through each phase of the purchasing journey, from identifying leads to qualify to signing the purchase order.
For example, a salesperson might identify a potential rcs data america customer. Let's say a company that shows general interest in their product. They then qualify them as a prospect (real need identified). They will then analyze their needs to propose a suitable solution and develop their sales pitch. Finally, they will negotiate and place the purchase order.
3. SONCAS sales method: understanding customer motivation
The SONCAS sales method is an approach that allows you to understand the deep motivations of your customers by identifying six psychological levers. Indeed, these levers are at the heart of the purchasing decision and allow you to identify six customer profiles: Security, Pride, Novelty, Comfort, Money and Sympathy . By analyzing these different profiles, the salesperson will be able to adapt their communication and sales pitch to meet the specific needs of the prospect they meet.
For example, a salesperson might identify a potential rcs data america customer. Let's say a company that shows general interest in their product. They then qualify them as a prospect (real need identified). They will then analyze their needs to propose a suitable solution and develop their sales pitch. Finally, they will negotiate and place the purchase order.
3. SONCAS sales method: understanding customer motivation
The SONCAS sales method is an approach that allows you to understand the deep motivations of your customers by identifying six psychological levers. Indeed, these levers are at the heart of the purchasing decision and allow you to identify six customer profiles: Security, Pride, Novelty, Comfort, Money and Sympathy . By analyzing these different profiles, the salesperson will be able to adapt their communication and sales pitch to meet the specific needs of the prospect they meet.