{"id":14239,"date":"2017-12-22T10:24:05","date_gmt":"2017-12-22T09:24:05","guid":{"rendered":"https:\/\/www.inovallee.com\/?p=14239\/"},"modified":"2017-12-22T10:24:05","modified_gmt":"2017-12-22T09:24:05","slug":"techniques-de-vente-les-cles-dune-negociation-commerciale-reussie","status":"publish","type":"post","link":"https:\/\/www.inovallee.com\/en\/techniques-de-vente-les-cles-dune-negociation-commerciale-reussie\/","title":{"rendered":"Techniques de vente : les cl\u00e9s d&#039;une n\u00e9gociation commerciale r\u00e9ussie !"},"content":{"rendered":"<p><img fetchpriority=\"high\" decoding=\"async\" class=\"alignleft size-thumbnail wp-image-14243\" src=\"https:\/\/www.inovallee.com\/wp-content\/uploads\/2017\/12\/technqiues-vente-300x200.jpg\" alt=\"\" width=\"300\" height=\"200\" srcset=\"https:\/\/www.inovallee.com\/wp-content\/uploads\/2017\/12\/technqiues-vente-300x200.jpg 300w, https:\/\/www.inovallee.com\/wp-content\/uploads\/2017\/12\/technqiues-vente-768x512.jpg 768w, https:\/\/www.inovallee.com\/wp-content\/uploads\/2017\/12\/technqiues-vente-1024x683.jpg 1024w, https:\/\/www.inovallee.com\/wp-content\/uploads\/2017\/12\/technqiues-vente-1536x1024.jpg 1536w, https:\/\/www.inovallee.com\/wp-content\/uploads\/2017\/12\/technqiues-vente.jpg 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>La r\u00e9ussite commerciale passe par le franchissement de deux \u00e9tapes cruciales : l&rsquo;obtention d&rsquo;un RDV qualifi\u00e9 en phase de prospection t\u00e9l\u00e9phonique, et la qualit\u00e9 de la n\u00e9gociation lors du RDV. deux \u00e9tapes cl\u00e9s pour lesquels le Tarmac organisait en d\u00e9cembre deux ateliers d\u00e9di\u00e9 de formation \/ action, anim\u00e9s par un commercial terrain exp\u00e9riment\u00e9.<\/p>\n<h3>La vente : un savant m\u00e9lange de savoir-\u00eatre &#8230; et de savoir-faire !<\/h3>\n<p>A partir d&rsquo;exemples concrets, de mises en situation, et d&rsquo;exercices pratiques, les 9 entrepreneurs pr\u00e9sents ont pu s&rsquo;initier aux bases des techniques de vente, dont voici quelques principes fondamentaux :<\/p>\n<ul>\n<li>Pr\u00e9parer et organiser sa prospection : se constituer un fichier client qualifi\u00e9, identifier les potentiels de chacun pour concentrer ses efforts sur les gros clients \u00e0 fort potentiel, d\u00e9finir des cr\u00e9neaux horaires d\u00e9di\u00e9s \u00e0 la prospection et s\u2019y tenir, d\u00e9terminer le ratio de ventes \u00e0 r\u00e9ussir, et donc le ration de RDV n\u00e9cessaires, et le nombre d\u2019appels hebdomadaires pour y parvenir, et enfin, se pr\u00e9parer mentalement.<\/li>\n<li>franchir le barrage de la secr\u00e9taire : on \u00e9vite le \u00ab\u00a0Bonjour, Je suis le commercial de la soci\u00e9t\u00e9 \u00ab\u00a0X\u00a0\u00bb et j\u2019aimerais savoir si il est possible de parler au directeur des achats s\u2019il vous plait ?\u00a0\u00bb, qui cumule toutes les erreurs. Et on pr\u00e9f\u00e8re le \u00ab\u00a0Bonjour, Soci\u00e9t\u00e9 X, pouvez-vous me passer Thomas Y s\u2019il vous plait ?\u00a0\u00bb, encha\u00eener par \u00ab\u00a0Vous allez surement pouvoir m\u2019aider. Je d\u00e9sire rencontrer Monsieur Mortimore pour lui pr\u00e9senter\u00a0notre nouveau produit\/service\/prestation qui l\u2019int\u00e9resse personnellement ! Vous tenez son agenda ?\u00a0\u00bb, ce qui permettra soir de proposer deux cr\u00e9neaux si elle le tient, soit de demander \u00e0 lui parler directement. Certes, \u00e7a ne marche pas \u00e0 tous les coups, mais en \u00e9vitant les grosses erreurs, on augmente aussi ses chances d\u2019obtenir un RDV \u2026<\/li>\n<li>convaincre son interlocuteur de nous rencontrer : et pour \u00e7a, pas de myst\u00e8re : une bonne phrase d\u2019accroche (le scud), qui met en avant en une phrase l\u2019avantage client de notre solution \/ produit \/ service<\/li>\n<li><a href=\"http:\/\/www.technique-de-vente.com\/decouvrez-comment-repondre-aux-objections-clients\/\">traiter les objections avec la m\u00e9thode AIR<\/a> : Accepter (pas de ping-pong), Isoler (on v\u00e9rifie qu\u2019il n\u2019y a pas d\u2019autres objections), et R\u00e9futer en fonction du type d\u2019objection (sinc\u00e8re, fausse-barbe ou tactique)<\/li>\n<li>r\u00e9ussir son entretien : les deux premi\u00e8res minutes sont capitales, il faut les soigner sur le fond comme sur la forme, et respecter l\u2019entonnoir commercial sans griller les <a href=\"https:\/\/www.ac-strasbourg.fr\/fileadmin\/pedagogie\/ecogestion\/Formation_des_enseignants\/Formations_SEGPA_VDM\/Les_etapes_de_l_entretien_de_vente.pdf\">\u00e9tapes de l\u2019entretien<\/a> :\n<ul>\n<li>l\u2019ouverture : on rappelle sa phrase d\u2019accroche, on explique le d\u00e9roulement de l\u2019entretien, on donne sa carte<\/li>\n<li>la d\u00e9couverte des besoins : avec des questions d\u2019exploration ferm\u00e9es sur le contexte et les besoins du client, puis des questions de motivation ouvertes destin\u00e9es \u00e0 mesurer les leviers d\u2019achat du client \u00e0 partir de la m\u00e9thode <a href=\"http:\/\/www.les-grandes-techniques-de-vente.fr\/methode-soncas-definition-exemple-commercial\/\">SONCAS<\/a><\/li>\n<li>le closing : on valide qu\u2019on a bien cern\u00e9 les besoins<\/li>\n<li>l\u2019engagement : on essaie d\u2019obtenir le plus de oui possible<\/li>\n<li>l\u2019argumentaire : on ne met en avant que les avantages produits correspondant aux besoins de l\u2019entreprise et motivations personnelles du client<\/li>\n<li>la conclusion : on ne pr\u00e9sente son prix qu\u2019\u00e0 la fin si et seulement si toutes les objections ont \u00e9t\u00e9 trait\u00e9es et que le client manifeste un int\u00e9r\u00eat, on le d\u00e9fend, on n\u00e9gocie, en commen\u00e7ant par rappeler les avantages de la solution, en expliquant son prix, en proposant des facilit\u00e9s de paiement, et, en dernier recours seulement, en proposant une remise MAIS avec contreparties (quantit\u00e9s plus importantes, d\u00e9lais de livraison plus long, d\u00e9lai de paiement plus court, commande imm\u00e9diate, etc).<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>La r\u00e9ussite commerciale passe par le franchissement de deux \u00e9tapes cruciales : l&rsquo;obtention d&rsquo;un RDV qualifi\u00e9 en phase de prospection t\u00e9l\u00e9phonique, et la qualit\u00e9 de la n\u00e9gociation lors du RDV. deux \u00e9tapes cl\u00e9s pour lesquels le Tarmac organisait en d\u00e9cembre deux ateliers d\u00e9di\u00e9 de formation \/ action, anim\u00e9s par un commercial terrain exp\u00e9riment\u00e9. La vente [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":14243,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[48,41,44],"tags":[],"class_list":["post-14239","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-reussir-son-lancement-commercial","category-entrepreneur-competences","category-tarmac-incubator"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Techniques de vente : les cl\u00e9s d&#039;une n\u00e9gociation commerciale r\u00e9ussie ! - inovall\u00e9e<\/title>\n<meta name=\"description\" content=\"Obtenir un RDV en phase de prospection t\u00e9l\u00e9phonique, et r\u00e9ussir son entretien, initiation pratique des entrepreneurs du Tarmac aux techniques de vente\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.inovallee.com\/en\/techniques-de-vente-les-cles-dune-negociation-commerciale-reussie\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Techniques de vente : les cl\u00e9s d&#039;une n\u00e9gociation commerciale r\u00e9ussie ! 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