SONCASE — the 7 buying motivations

Click a wedge: the wheel opens and shows you how to pitch it at Akilea.

SONCASE = the 7 buying motivations (French acronym). In the Search phase you spot the 2-3 that matter for THIS prospect, then in Convince you argue ONLY on those. One Akilea product can hit several motivations depending on who you're talking to.

👆 Click a wedge to explore it

🧠 Récite de mémoire

Lis la lettre + le nom. Récite l'argument Akilea dans ta tête, puis révèle.

S 🛡️ Sécurité

Security — need for reliability, guarantees, taking no risk.

O 👑 Orgueil

Pride — need for prestige, image, standing out, status.

N ✨ Nouveauté

Novelty — appeal of innovation, exclusivity, rarity, the latest trend.

C 🛋️ Confort

Comfort — desire for simplicity, time-saving, ease of use.

A 💰 Argent

Money — profitability, margins, savings, value for money.

S 🤝 Sympathie

Sympathy — relationship, trust, human connection with seller and brand.

E 🌱 Environnement

Environment — sensitivity to local, sustainable, natural, responsible.

🧠 Mapping — active practice

For each card, click the motivations you think apply, then Check. Green = right · red = remove · outline = missed.

Product

🫒 Akilea organic olive oil — which motivations does it trigger?

Product

🐟 Vintage sardines — which motivations does it trigger?

Product

🍯 Peloponnese honey — which motivations does it trigger?

Prospect

👨‍🍳 A starred chef who wants a signature oil to wow his guests.

Prospect

🏨 A hotel manager obsessed with margins and simple supply.

Prospect

🥗 An organic grocery committed to local and traceability.

Prospect

🍽️ A caterer who wants a trusted, reachable supplier who advises him.

⚡ Les 7 motivations d'un coup d'œil. Repère les 2-3 du prospect, argumente que là-dessus.

Motivation	Mots-clés	Argument Akilea	Produits
S 🛡️ Sécurité	guaranteefull traceabilityzero riskconsistent qualityreliable	100% traceability, guaranteed artisan quality, defect → immediate replacement or credit: "zero risk" for the pro.	Olive oil, Sardines
O 👑 Orgueil	exclusivestand outpremiumsignature productprestige	Exclusive products outside mass retail + producer storytelling: the pro offers a menu nobody else has.	Olive oil, Sardines
N ✨ Nouveauté	rarevintagenewexclusivelimited edition	Vintage sardines (peak season), rare Peloponnese mountain honey: products the prospect has never seen elsewhere.	Sardines, Honey
C 🛋️ Confort	ready to servesimpletime-savingweekly deliveryeffortless	Ready-to-serve sardines, simple direct ordering, weekly delivery: zero hassle for the kitchen.	Sardines
A 💰 Argent	marginprofitableROIsavingspremium upsell	Better margins for pros, upselling the menu, free delivery above €50.	Olive oil
S 🤝 Sympathie	direct contactsmall teampassionatepersonal advicetrust	Small passionate team, direct contact, personalised advice and after-sales: a real relationship, not a customer number.	(cross-cutting — the Akilea relationship)
E 🌱 Environnement	localorganicsustainablesmall producersnatural	70% local range, organic, cold-pressed, small producers: a responsible, fully traceable approach.	Olive oil, Honey

💡 Réflexe oral : Search → repérer 2-3 motivations · Convince → n'argumenter QUE sur celles-là.

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