{"id":52929,"date":"2024-06-17T17:38:52","date_gmt":"2024-06-17T15:38:52","guid":{"rendered":"https:\/\/www.inovallee.com\/?p=52929"},"modified":"2024-06-17T17:38:53","modified_gmt":"2024-06-17T15:38:53","slug":"traiter-les-objections-avec-brio-dans-lentretien-de-vente","status":"publish","type":"post","link":"https:\/\/www.inovallee.com\/en\/traiter-les-objections-avec-brio-dans-lentretien-de-vente\/","title":{"rendered":"Traiter les objections avec brio dans l\u2019entretien de vente"},"content":{"rendered":"<p>Lors d&rsquo;un entretien de vente, il est in\u00e9vitable que votre prospect soul\u00e8ve des objections. C&rsquo;est normal, cela fait partie du processus d&rsquo;achat et surtout cela d\u00e9montre une marque d\u2019int\u00e9r\u00eat pour votre solution ! Votre capacit\u00e9 \u00e0 traiter ces objections avec professionnalisme sera d\u00e9terminante.<\/p>\n\n\n\n<p>Pour ce faire, il convient de comprendre et identifier la nature de l\u2019objection. En d\u2019autres termes, pourquoi&nbsp;? Et il peut y avoir plusieurs r\u00e9ponses&nbsp;:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Le client ne comprend pas l\u2019argumentaire<\/li>\n\n\n\n<li>Le client a des a priori, a entendu que\u2026 (ex\u00a0: vos produits ont des probl\u00e8mes de fiabilit\u00e9)<\/li>\n\n\n\n<li>Le client est inquiet, il a besoin d\u2019\u00eatre rassur\u00e9<\/li>\n\n\n\n<li>Le client conteste par principe<\/li>\n\n\n\n<li>Le client cherche \u00e0 montrer son expertise<\/li>\n\n\n\n<li>Le client vous teste (c\u2019est un acheteur pro)<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Reconna\u00eetre les<\/strong> <strong>3 familles d\u2019objections<\/strong><\/h3>\n\n\n\n<p>On d\u00e9nombre trois grandes familles d\u2019objections&nbsp;:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Les objections sinc\u00e8res\u00a0:<\/strong><ol><li>Fond\u00e9e\u00a0: le produit ne r\u00e9pond pas compl\u00e8tement \u00e0 la demande ou au pb du client, ou formule une crainte fond\u00e9e (ex\u00a0: vous \u00eates une petite \u00e9quipe, vous ne pourrez pas assur\u00e9e une grosse commande). Rappeler ce qu\u2019on sait faire et qu\u2019on apporte pour son pb.<\/li><\/ol>\n<ol class=\"wp-block-list\">\n<li>Non fond\u00e9e&nbsp;: le client doute, il a besoin d\u2019\u00eatre rassur\u00e9<\/li>\n<\/ol>\n<\/li>\n\n\n\n<li><strong>Les objection fausses barbes\u00a0:<\/strong> elles sont souvent utiliser quand l\u2019entretien est fait \u00e0 distance (t\u00e9l\u00e9phone, visio). Ex\u00a0: \u00ab\u00a0Envoyez-moi une doc\u00a0\/ je n\u2019ai pas de budget\u00a0\/ je n\u2019ai pas le temps\u00a0\u00bb. Dans ce cas de figure, le client n\u2019a pas saisi l\u2019int\u00e9r\u00eat de l\u2019offre . Il est alors important d\u2019insister sur les b\u00e9n\u00e9fices clients.<\/li>\n\n\n\n<li><strong>L&rsquo;objection tactique\u00a0:<\/strong> l\u2019objection est ici utilis\u00e9e pour obtenir un maximum d\u2019avantage (ex\u00a0: trop cher\u00a0; faites-moi un prix, etc\u2026). Le cas \u00e9ch\u00e9ant, on bascule en phase de n\u00e9go.<\/li>\n<\/ol>\n\n\n\n<p>Pour traiter une objection, il faut s\u2019attacher au fond mais aussi \u00e0 la forme.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Lever une objection gr\u00e2ce \u00e0 la m\u00e9thode AAIR<\/strong><\/h3>\n\n\n\n<p>Cette m\u00e9thode est en r\u00e9alit\u00e9 une s\u00e9rie de questions qui va vous permettre&nbsp; de lever de fa\u00e7on structur\u00e9e chacune des objections lev\u00e9e par le client et ainsi avancer un peu plus dans le tunnel de vente.<\/p>\n\n\n\n<p><strong>A<\/strong>pprofondir&nbsp;: ex. \u00ab&nbsp;Par rapport \u00e0 quoi&nbsp;? Qu\u2019est-ce qui vous fait dire cela&nbsp;?&nbsp;\u00bb<\/p>\n\n\n\n<p><strong>A<\/strong>ccepter&nbsp;: ex. \u00ab&nbsp;je comprends&nbsp;\u00bb On accepte son inqui\u00e9tude<\/p>\n\n\n\n<p><strong>I<\/strong>soler&nbsp;: se prot\u00e9ger de la surench\u00e8re. \u00ab&nbsp;A part \u00e7a, y a-t-il autre chose&nbsp;?&nbsp;\u00bb<\/p>\n\n\n\n<p>\u00ab&nbsp;Si je vous d\u00e9montre que\u2026 est-ce qu\u2019on pourra travailler ensemble&nbsp;?&nbsp;\u00bb<\/p>\n\n\n\n<p><strong>R<\/strong>\u00e9futer\u00a0: prouver avec des \u00e9l\u00e9ments factuels.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Annoncer le prix et faire\u2026 SILENCE\u00a0!<\/strong><\/h3>\n\n\n\n<p>Une fois les diff\u00e9rentes objections lev\u00e9es, l\u2019heure est venue d\u2019annoncer le prix et de faire\u2026 SILENCE&nbsp;!<\/p>\n\n\n\n<p>Oui, car il y a dans ce temps de latence entre l\u2019annonce du prix et la r\u00e9action du client une multitude d\u2019informations pr\u00e9cieuses \u00e0 capter.<\/p>\n\n\n\n<p>Le prix en lui-m\u00eame fait souvent l\u2019objet d\u2019une nouvelle objection. Avant d\u2019entrer en phase de n\u00e9gociation, l\u2019utilisation de la m\u00e9thode AAIR est capitale (trop cher par rapport \u00e0 quoi&nbsp;? Je comprends. A part le prix y-at-il autre chose qui nous emp\u00eacherait de travailler ensemble&nbsp;? etc.). C\u2019est une mani\u00e8re d\u2019engager le client sur le fait que si nous tombons d\u2019accord sur un prix, il n\u2019y aura plus aucune raison de ne pas faire affaire.<\/p>\n\n\n\n<p>Il est temps alors d\u2019entrer en phase de n\u00e9gociation. (voir l\u2019article)<\/p>\n\n\n\n<p><em>Vous avez besoin d\u2019acc\u00e9l\u00e9rer le d\u00e9marrage commercial de votre startup\u00a0? Le <strong><a href=\"https:\/\/www.gate1.fr\/gate-1\/\">programme GATE 1<\/a><\/strong>\u00a0est fait pour vous\u00a0! Compos\u00e9 de sessions de formations collectives assur\u00e9s par des experts, de suivi individuel, il permet \u00e9galement de financer des missions op\u00e9rationnelles. <a href=\"https:\/\/www.gate1.fr\/gate-1\/\">Envie d\u2019en savoir plus\u2026<\/a><\/em><\/p>","protected":false},"excerpt":{"rendered":"<p>Lors d&rsquo;un entretien de vente, il est in\u00e9vitable que votre prospect soul\u00e8ve des objections. C&rsquo;est normal, cela fait partie du processus d&rsquo;achat et surtout cela d\u00e9montre une marque d\u2019int\u00e9r\u00eat pour votre solution ! Votre capacit\u00e9 \u00e0 traiter ces objections avec professionnalisme sera d\u00e9terminante. Pour ce faire, il convient de comprendre et identifier la nature de [&hellip;]<\/p>\n","protected":false},"author":37,"featured_media":52930,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[48,41,46,44],"tags":[],"class_list":["post-52929","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-reussir-son-lancement-commercial","category-entrepreneur-competences","category-vie-du-tarmac","category-tarmac-incubator"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Traiter les objections avec brio dans l\u2019entretien de vente - inovall\u00e9e<\/title>\n<meta name=\"description\" content=\"On vous pr\u00e9sente la m\u00e9thode pour traiter et lever toutes les objections lors d&#039;un entretien 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\/traiter-les-objections-avec-brio-dans-lentretien-de-vente\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Traiter les objections avec brio dans l\u2019entretien de vente - 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