{"id":292335,"date":"2013-10-31T01:00:00","date_gmt":"2013-10-31T00:00:00","guid":{"rendered":"https:\/\/ac-franchise.be\/traiter-les-objections-de-vos-clients"},"modified":"2013-10-31T01:00:00","modified_gmt":"2013-10-31T00:00:00","slug":"traiter-les-objections-de-vos-clients","status":"publish","type":"post","link":"https:\/\/ac-franchise.be\/article\/traiter-les-objections-de-vos-clients","title":{"rendered":"Traiter les objections de vos clients"},"content":{"rendered":"
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Aujourd’hui les consommateurs sont tr\u00e8s avertis<\/strong> et il est parfois n\u00e9cessaire de quitter les chemins d’une argumentation standard pour s’adapter \u00e0 une personnalit\u00e9 sp\u00e9cifique Comment r\u00e9pondre aux objections\u00a0?<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Rappelons qu’une argumentation standard s’appuie sur des crit\u00e8res pr\u00e9vus g\u00e9n\u00e9ralement dans la fiche technique du produit (1). Si un frein persiste dans l’esprit du client et l’emp\u00eache d’acheter, il est n\u00e9cessaire de passer \u00e0 l’\u00e9tape d\u00e9licate du traitement de l’objection. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Il existe une m\u00e9thode \u00e9prouv\u00e9e par les vendeurs exp\u00e9riment\u00e9s. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Cette m\u00e9thode peut se m\u00e9moriser en ART<\/em> de traiter les objections <\/em><\/strong><\/h3>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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A : pour accepter<\/strong>, certaines diraient encaisser, l’objection exprim\u00e9e par le client. Il se dispose alors \u00e0 vous \u00e9couter\u00a0; au contraire si vous r\u00e9torquez \u00ab\u00a0mais non pas du tout\u00a0!\u00a0\u00bb vous le verrez imm\u00e9diatement se bloquer. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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\u00a0R :<\/strong> \u00a0votre R\u00e9action doit \u00eatre positive<\/strong>, vous lui souriez, le regardez franchement dans les yeux Ce qui n’est pas facile car le client met souvent l’accent sur une faiblesse du produit dont vous avez pleinement conscience, en somme il appuie l\u00e0 o\u00f9 \u00e7a fait mal. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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T : <\/strong>Ensuite Traitez efficacement ce frein, en questionnant <\/strong>le client par exemple par une question du style \u00ab\u00a0qu’est-ce qui vous fait dire \u00e7a\u00a0?\u00a0\u00bb, c’est cette technique qu’on utilise le plus souvent\u00a0 pour un client qui oppose \u00ab\u00a0c’est cher\u00a0\u00bb. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Vous pouvez \u00e9galement compenser la faiblesse \u00e9voqu\u00e9e par un point positif fort du produit. Apportez si vous le pouvez le bonus <\/strong>c’est-\u00e0-dire l’\u00e9l\u00e9ment qui avait attir\u00e9 le client vers le produit <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Terminez en v\u00e9rifiant\u00a0: \u00ab\u00a0alors finalement qu’en pensez-vous\u00a0?\u00a0\u00bb sans donner l’impression de le brusquer dans sa d\u00e9cision. Le client doit passer \u00e0 l’acte d’achat\u00a0en toute\u00a0ind\u00e9pendance. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n
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Dominique Deslandes<\/p>\n

La r\u00e9daction vous recommande cet article : <\/i>Pour vendre il faut construire un bon argumentaire<\/i><\/a> <\/div>\n<\/p><\/div>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"

Aujourd’hui les consommateurs sont tr\u00e8s avertis et il est parfois n\u00e9cessaire de quitter les chemins d’une argumentation standard pour s’adapter \u00e0 une personnalit\u00e9 sp\u00e9cifique Comment r\u00e9pondre aux objections\u00a0? Rappelons qu’une argumentation standard s’appuie sur des crit\u00e8res pr\u00e9vus g\u00e9n\u00e9ralement dans la fiche technique du produit (1). Si un frein persiste dans l’esprit du client et l’emp\u00eache 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