SONCAS and CAP: convince better by understanding motivations

When to use it

• You are preparing a sales meeting or a presentation.
• You need to convince a stakeholder.
• Your pitch is too generic.

How to do it, step by step

1. Identify your contact's dominant motivation(s) among the six.
2. List the characteristics of your offer.
3. Turn each one into a concrete advantage for that person.
4. Add a proof: a figure, a testimonial, a demonstration.
5. Adapt the tone and order of the pitch to the dominant motivation.

Example

For a director motivated by safety: characteristic = European hosting; advantage = protected data; proof = privacy policy and GDPR compliance.

In FluidOps

In FluidOps' “Other tools” tab, fill in the board with your team, save it and export it as PNG or PDF.

Try it in FluidOps →

Going further

• What actually keeps a project team working well long-term
• 5 criteria so you don't pick the wrong project management tool

Same family

• OKR
• Opportunity Solution Tree (OST)
• Shape Up
• Ansoff matrix
• All methods
• Start from your problem: which tool for which problem?