{"id":52932,"date":"2024-06-17T17:48:13","date_gmt":"2024-06-17T15:48:13","guid":{"rendered":"https:\/\/www.inovallee.com\/?p=52932"},"modified":"2024-06-17T17:48:15","modified_gmt":"2024-06-17T15:48:15","slug":"comment-mener-une-bonne-negociation-lors-dun-entretien-de-vente","status":"publish","type":"post","link":"https:\/\/www.inovallee.com\/en\/comment-mener-une-bonne-negociation-lors-dun-entretien-de-vente\/","title":{"rendered":"Comment mener une bonne n\u00e9gociation\u00a0lors d\u2019un entretien de vente ?"},"content":{"rendered":"<p>Savoir n\u00e9gocier efficacement est une comp\u00e9tence cruciale qui peut d\u00e9terminer le succ\u00e8s ou l\u2019\u00e9chec d\u2019un entretien de vente. Fond et forme sont deux composantes \u00e0 ne pas n\u00e9gliger.<\/p>\n\n\n\n<p>Sur la forme, <strong>une n\u00e9gociation se doit d\u2019\u00eatre combattive. <\/strong>Sans doute vous \u00eates-vous d\u00e9j\u00e0 retrouver dans une situation de n\u00e9gociation o\u00f9 le vendeur accepte votre premi\u00e8re proposition sans m\u00eame sourciller. Vous vous dites alors que vous auriez pu demander davantage&nbsp;!<\/p>\n\n\n\n<p>Sur le fond, <strong>une n\u00e9gociation doit \u00eatre gagnant\/gagnant.<\/strong><\/p>\n\n\n\n<p>Contrairement \u00e0 ce qui est souvent observ\u00e9, la carte de la remise n\u2019est pas \u00e0 sortir imm\u00e9diatement, bien au contraire.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Bien d\u00e9fendre son prix en 3 \u00e9tapes<\/strong><\/h3>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Appliquer la m\u00e9thode AAIR&nbsp;: approfondir, accepter, isoler, r\u00e9futer (voir article sur le traitement des objection)<\/li>\n\n\n\n<li>Justifier son prix et le d\u00e9fendre&nbsp;: le prix que vous proposez n\u2019a pas \u00e9t\u00e9 tir\u00e9 au d\u00e9, il a fait l\u2019objet d\u2019une r\u00e9flexion approfondie. Vous pouvez alors rappeler les b\u00e9n\u00e9fices clients (est-ce vraiment si cher pay\u00e9 compar\u00e9 \u00e0 ce que cela va vous rapporter&nbsp;?) et d\u00e9composer le prix (fab \/ R&amp;D\/Transport)<\/li>\n\n\n\n<li>R\u00e9\u00e9valuer le prix<\/li>\n<\/ol>\n\n\n\n<p>Bien souvent les deux premi\u00e8res \u00e9tapes suffisent. Si toutefois le client insiste et ne peut vraiment pas d\u00e9gager le budget n\u00e9cessaire, vous pouvez lui proposer de r\u00e9\u00e9valuer le prix en&nbsp;:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Proposant des facilit\u00e9s de paiement (ex\u00a0: 3 fois sans frais\u00a0? \u00e0 90 jours au lieu de 30, etc.)<\/li>\n\n\n\n<li>En d\u00e9duisant un service pour faire baisser le prix.<\/li>\n\n\n\n<li>En proposant une remise commerciale moyennant une contrepartie<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>La carte magique de la contrepartie<\/strong><\/h3>\n\n\n\n<p>En derniers recours, vous pouvez utiliser la carte de la remise commerciale, mais en demandant une contrepartie \u00e0 votre client. La nature de celle-ci peut \u00eatre vari\u00e9e&nbsp;:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Passer commande imm\u00e9diatement<\/li>\n\n\n\n<li>Quantit\u00e9s sup\u00e9rieures<\/li>\n\n\n\n<li>Raccourcir les d\u00e9lais de paiement<\/li>\n\n\n\n<li>Allongement dur\u00e9e de contrat<\/li>\n\n\n\n<li>Demander des parrainages (fonctionne bien en B2C)<\/li>\n\n\n\n<li>D\u00e9lais de livraison + long<\/li>\n<\/ul>\n\n\n\n<p>Il arrive bien souvent que le client se mettent \u00e0 n\u00e9gocier la contrepartie propos\u00e9e. <br>F\u00e9licitation\u00a0! La vente est assur\u00e9e.<\/p>\n\n\n\n<p>En ma\u00eetrisant le <a href=\"https:\/\/www.inovallee.com\/en\/traiter-les-objections-avec-brio-dans-lentretien-de-vente\/\">traitement des objections (voir l&rsquo;article) <\/a>et la n\u00e9gociation, vous augmenterez consid\u00e9rablement vos chances de conclure avec succ\u00e8s votre <a href=\"https:\/\/www.inovallee.com\/en\/les-etapes-cles-pour-reussir-son-entretien-de-vente\/\">entretien de vente<\/a>. Gardez \u00e0 l&rsquo;esprit que chaque interaction est une opportunit\u00e9 de renforcer votre relation avec le prospect et de d\u00e9montrer votre professionnalisme.<\/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>Savoir n\u00e9gocier efficacement est une comp\u00e9tence cruciale qui peut d\u00e9terminer le succ\u00e8s ou l\u2019\u00e9chec d\u2019un entretien de vente. Fond et forme sont deux composantes \u00e0 ne pas n\u00e9gliger. Sur la forme, une n\u00e9gociation se doit d\u2019\u00eatre combattive. Sans doute vous \u00eates-vous d\u00e9j\u00e0 retrouver dans une situation de n\u00e9gociation o\u00f9 le vendeur accepte votre premi\u00e8re proposition [&hellip;]<\/p>\n","protected":false},"author":37,"featured_media":52933,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[48,41,1757,61,44],"tags":[],"class_list":["post-52932","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-reussir-son-lancement-commercial","category-entrepreneur-competences","category-gate","category-sensibilisation-entrepreneuriat","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>Comment mener une bonne n\u00e9gociation\u00a0lors d\u2019un entretien de vente ? - inovall\u00e9e<\/title>\n<meta name=\"description\" content=\"On vous d\u00e9voile la m\u00e9thode pour allier le fond et la forme dans les r\u00e8gles de l&#039;art pour d\u00e9fendre son prix quand on se lance.\" \/>\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\/comment-mener-une-bonne-negociation-lors-dun-entretien-de-vente\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Comment mener une bonne n\u00e9gociation\u00a0lors d\u2019un entretien de vente ? 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