The SONCAS method applied to car dealership sales

Training path

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  Selling better using the SONCAS method in practice

  VTS15 minutes+

  What if you could better understand the true motivations of your clients to close more sales in the dealership?This module immerses you in the…

  What if you could better understand the true motivations of your clients to close more sales in the dealership?

  This module immerses you in the psychological universe of the client relationship in the automotive dealership through the SONCAS method. A true key to understanding purchasing intentions, SONCAS allows you to detect the emotional levers at the heart of every purchasing decision: Security, Pride, Novelty, Comfort, Money, Sympathy.

  👉 Join this module to:

  • Understand why purchasing motivations are the foundation of any effective sales argumentation
  • Know how to activate the right levers at the right time during an exchange with a client
  • Create an instant stronger connection with your prospect
  • Give more relevance to your offer in light of the specific expectations of each client profile

  This module can be taken independently or integrated into a complete training course on the theme of "Sales & Business Development", specially designed to boost the performance of sales advisors in automotive dealerships.

  What you will love:

  • Concrete examples drawn from situations in the dealership
  • A 100% applied approach to your job as a car salesperson
  • Tips that can be directly activated during your next sales meetings
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  Decoding SONCAS levers to optimize sales

  VTS25 minutes+

  Are you looking to better understand what truly motivates your customers in car dealerships?This e-learning module provides you with the essential foundations of the…

  Are you looking to better understand what truly motivates your customers in car dealerships?

  This e-learning module provides you with the essential foundations of the SONCAS method, an indispensable approach for any salesperson or commercial advisor looking to take their practice to the next level.

  Designed to be followed independently or integrated into our expert path “Sales & Business Development,” this module will allow you to:

  • Quickly identify a customer's motivational profile within the first few minutes of interaction
  • Master the 6 main buying triggers: Security, Pride, Novelty, Comfort, Money, Sympathy
  • Understand how these levers concretely influence the buying decision in a dealership, to better personalize your arguments
  • Detect implicit buying signals and turn them into concrete opportunities
  • Build powerful and targeted arguments capable of convincing even the most indecisive customers

  Case studies, concrete illustrations from the field, and interactive quizzes punctuate this dynamic module designed for 100% operational and immediately applicable learning.

  Whether you are a beginner advisor or an experienced salesperson, this module will give you the keys to excel in your customer relationship and make a difference in the field.

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  SONCAS techniques for selling effectively in a commercial situation

  VTS15 minutes+

  Master the art of selling in car dealerships with the SONCAS method, a powerful tool for personalizing your sales pitches and closing deals more…

  Master the art of selling in car dealerships with the SONCAS method, a powerful tool for personalizing your sales pitches and closing deals more effectively.

  Designed for car dealership professionals, this module provides you with an immediately actionable approach.

  Whether you are a beginner or experienced, you will find concrete tools, relevant examples, and proven methods to maximize your sales impact.

  In this module, you will learn to:

  • Identify your customers' underlying motivations

  • Decode weak signals to adapt your sales pitch

  • Use the 6 SONCAS levers (Security, Pride, Novelty, Comfort, Money, Sympathy) to build a targeted sales pitch

  • Turn objections into opportunities using the right levers

  • Avoid the most common mistakes In the sales interview

  You will benefit from realistic interactive role-playing scenarios, contextualized feedback, and a final quiz to validate your learning.

  This module can be taken on its own for targeted learning, or integrated into the complete "Sales & Business Development" program for a progressive and coherent skills development.

  Strengthen your persuasive power and convert your prospects into clients.

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  SONCAS: Practices for Adapting to Customer Needs

  VTS20 minutes+

  Optimize your arguments through real-life scenariosPut your sales skills to the test with the essential module to master the SONCAS method in the face…

  Optimize your arguments through real-life scenarios

  Put your sales skills to the test with the essential module to master the SONCAS method in the face of concrete customer cases. Through three car dealership sales scenarios, you will learn to instantly adapt your pitch to the underlying motivations of your prospects.

  This module allows you to:

  • Immerse yourself in varied and stimulating customer scenarios
  • Identify SONCAS motivational levers from subtle signals
  • Adjust your sales techniques according to behavioral profiles
  • Strengthen your sales agility in near-real-world conditions

  Whether you want to deepen your current practices or practice the precise detection of SONCAS profiles, this module is designed for individual use or as an integral part of the complete "Sales & Business Development" program.

  Gain relevance, impact, and conversion rates during your dealership meetings.

  Your ability to persuade and close has never been so connected to your customer's psychology.

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  Master quiz - The SONCAS method applied to car dealership sales

  VTS15 minutes+

  Do you think you have mastered the SONCAS method inside out? It's time to prove it in our dynamic and stimulating final quiz, inspired…

  Do you think you have mastered the SONCAS method inside out? It's time to prove it in our dynamic and stimulating final quiz, inspired by the most famous general knowledge game shows!

  Dive into a 100% fun challenge, designed to test your knowledge in Sales & Business Development, and more specifically on the concrete application of the SONCAS method in car dealerships.

  Accessible independently or as part of the overall “Sales & Business Development” course, this final module serves as an excellent tool for anchoring and reviewing to consolidate your knowledge while having fun.

  An ultra-engaging educational format, inspired by a suspenseful game show!

  You will face 15 questions of increasing difficulty on the levers of the SONCAS method and their implementation during a car sales interview.

  With each level you pass, you get closer to victory by validating safety checkpoints (questions 5, 10, and 15): they ensure that you never drop below this score.

  To assist you in your progress, you will have 3 valuable jokers to activate in case of doubt:

  • 50/50: only two answers are proposed, one of which is correct.
  • The coach's advice: benefit from a simulated expert opinion.
  • Skip the question: you move forward by bypassing the difficulty.

  Why is this game more than just a quiz?

  • Because it allows you to test your sales reflexes in real situations.
  • Because it stimulates your active memory and your ability to mobilize the right SONCAS levers according to the customer profile.
  • Because it is scripted to enhance suspense, the desire to succeed, and your emotional involvement.

  👤 Target audience: Sales advisors, salespeople, sales managers in car dealerships.

  ⏱ Estimated duration: 20–25 minutes.

  🎯 Ideal participation: independently or as a complement to the complete training course.

  Complete your skills development with fun and strategy!