{"id":28653,"date":"2015-10-14T09:32:00","date_gmt":"2015-10-14T08:32:00","guid":{"rendered":"https:\/\/www.inovallee.com\/2015\/10\/14\/3-heures-pour-reussir-un-entretien-commercial\/"},"modified":"2015-10-14T09:32:00","modified_gmt":"2015-10-14T08:32:00","slug":"3-heures-pour-reussir-un-entretien-commercial","status":"publish","type":"post","link":"https:\/\/www.inovallee.com\/en\/3-heures-pour-reussir-un-entretien-commercial\/","title":{"rendered":"3 heures pour r\u00e9ussir un entretien commercial !"},"content":{"rendered":"
\n
<\/a><\/div>\n

Deuxi\u00e8me \u00e9pisode hier du cycle d’ateliers commerciaux anim\u00e9s par Jean-Pierre Lagache  au Tarmac, avec un enjeu (ou plut\u00f4t un jeu !) : r\u00e9ussir son entretien commercial en ma\u00eetrisant l’art de la n\u00e9go. Un jeu, oui, car non seulement les cr\u00e9ateurs du Tarmac se sont transform\u00e9s en acteurs pour l’occasion, mais aussi et surtout parce que la cl\u00e9 majeur de la r\u00e9ussite de tout entretien r\u00e9side bien dans la capacit\u00e9 \u00e0 transformer l’enjeu en jeu, en mettant le plaisir de la rencontre et de la d\u00e9couverte de l’autre au c\u0153ur de la discussion. <\/span><\/p>\n

<\/a><\/div>\n

Pendant pr\u00e8s de 3 heures, chacun a endoss\u00e9 tant\u00f4t son propre r\u00f4le pour \u00ab\u00a0vendre\u00a0\u00bb son entreprise, tant\u00f4t un r\u00f4le de composition pour passer de l’autre c\u00f4t\u00e9 du miroir et jouer les acheteurs. Un exercice ludique o\u00f9 l’on mesure en le  vivant l’importance des 5 cl\u00e9s d’un entretien r\u00e9ussi :<\/span><\/p>\n

    \n
  1. la clart\u00e9<\/span><\/li>\n
  2. la conviction<\/span><\/li>\n
  3. l’enthousiasme<\/span><\/li>\n
  4. l’authenticit\u00e9 : \u00eatre soi, mais en mieux, en privil\u00e9giant le naturel !<\/span><\/li>\n
  5. la confiance en soi.<\/span><\/li>\n<\/ol>\n
    <\/a><\/div>\n

    Et j’ajouterai : l’\u00e9coute de l’autre et l’ouverture \u00e0 ce qui se passe, parce que s’il est fondamental de bien pr\u00e9parer son entretien et le d\u00e9roul\u00e9 de son argumentaire, le challenge d’un premier entretien est d’abord de nouer le contact, et donc de laisser une place \u00e0 la surprise et l’improvisation dans le dialogue…<\/span><\/p>\n

    Et pour rappel, le client est m\u00fb par 5 motivations essentielles dans son choix d’achat :<\/span><\/p>\n

      \n
    1. la s\u00e9curit\u00e9<\/span><\/li>\n
    2. l’argent<\/span><\/li>\n
    3. le confort<\/span><\/li>\n
    4. l’orgueil<\/span><\/li>\n
    5. le plaisir.<\/span><\/li>\n<\/ol>\n

      Comprendre ses motivations et son besoin r\u00e9elle est le seul moyen de le convaincre …<\/span><\/div>","protected":false},"excerpt":{"rendered":"

      Deuxi\u00e8me \u00e9pisode hier du cycle d’ateliers commerciaux anim\u00e9s par Jean-Pierre Lagache  au Tarmac, avec un enjeu (ou plut\u00f4t un jeu !) : r\u00e9ussir son entretien commercial en ma\u00eetrisant l’art de la n\u00e9go. Un jeu, oui, car non seulement les cr\u00e9ateurs du Tarmac se sont transform\u00e9s en acteurs pour l’occasion, mais aussi et surtout parce que […]<\/p>\n","protected":false},"author":6,"featured_media":28873,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[48,41],"tags":[],"class_list":["post-28653","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-reussir-son-lancement-commercial","category-entrepreneur-competences"],"yoast_head":"\n3 heures pour r\u00e9ussir un entretien commercial ! - inovall\u00e9e<\/title>\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\/3-heures-pour-reussir-un-entretien-commercial\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"3 heures pour r\u00e9ussir un entretien commercial ! - inovall\u00e9e\" \/>\n<meta property=\"og:description\" content=\"Deuxi\u00e8me \u00e9pisode hier du cycle d’ateliers commerciaux anim\u00e9s par Jean-Pierre Lagache  au Tarmac, avec un enjeu (ou plut\u00f4t un jeu !) : r\u00e9ussir son entretien commercial en ma\u00eetrisant l’art de la n\u00e9go. 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