{"id":925,"date":"2020-10-16T15:19:00","date_gmt":"2020-10-16T13:19:00","guid":{"rendered":"https:\/\/www.saomad.com\/fr\/?p=925"},"modified":"2021-09-13T14:40:23","modified_gmt":"2021-09-13T12:40:23","slug":"la-gestion-des-objections-dans-la-vente-de-menuiseries","status":"publish","type":"post","link":"https:\/\/www.saomad.com\/fr\/la-gestion-des-objections-dans-la-vente-de-menuiseries\/","title":{"rendered":"LA GESTION DES OBJECTIONS DANS LA VENTE DE MENUISERIES"},"content":{"rendered":"\n<p>Dans l\u2019activit\u00e9 de vente, nous sommes souvent d\u00e9munis face aux objections qui nous sont adress\u00e9es. Pourtant, quoi de plus naturel qu\u2019une objection\u2009?<\/p>\n\n\n\n<p>Quand un client potentiel soul\u00e8ve une objection,&nbsp;<strong>c\u2019est parce qu\u2019il n\u2019a pas \u00e9t\u00e9 convaincu<\/strong>. Le client est incertain ou a des inqui\u00e9tudes qui n\u2019ont pas \u00e9t\u00e9 lev\u00e9es. En d\u2019autres termes, nous ne nous sommes pas vendus correctement au client.<\/p>\n\n\n\n<p>La gestion des objections&nbsp;<strong>devrait s\u2019attacher avant tout \u00e0 leur pr\u00e9vention<\/strong>. Le bon sens veut en effet que l\u2019on pr\u00e9vienne les objections plut\u00f4t que de \u00ab\u2009r\u00e9pondre\u2009\u00bb \u00e0 celles qui ont \u00e9t\u00e9 soulev\u00e9es.<\/p>\n\n\n\n<p>N\u2019oublions pas que&nbsp;<strong>l\u2019un des grands principes de la vente est celui du \u00ab\u2009gagnant-gagnant\u2009\u00bb<\/strong>&nbsp;(nous gagnons \u2013 vous gagnez): c\u2019est \u00e0 deux que nous gagnons ou que nous perdons.<\/p>\n\n\n\n<p>Selon ce principe,&nbsp;<strong>la vente n\u2019est pas un match de boxe<\/strong>&nbsp;au cours duquel le client donne un coup de poing avec une objection et le vendeur riposte avec une r\u00e9ponse, qui incite le client \u00e0 en donner un autre et ainsi de suite.<\/p>\n\n\n\n<p>La \u00ab\u2009mauvaise\u2009\u00bb vente soul\u00e8ve des objections et si nous en recevons beaucoup, c\u2019est dans notre pr\u00e9sentation qu\u2019il faut commencer \u00e0 chercher des solutions.<\/p>\n\n\n\n<p>Il faut renforcer notre comp\u00e9tence dans la&nbsp;<em>gestion des objections<\/em>&nbsp;si nous sommes d\u00e9faillants de ce point de vue.<br>La gestion correcte de l\u2019objection&nbsp;<strong>se compose de trois \u00e9tapes<\/strong>:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>demander encore,&nbsp;<\/strong>afin d\u2019approfondir pour d\u00e9couvrir si ce qui est dit est la v\u00e9ritable objection. Il est tr\u00e8s important que nous comprenions bien ce qui nous est demand\u00e9;<br>&nbsp;<\/li><li><strong>acquiescer et circonscrire&nbsp;<\/strong>la port\u00e9e de l\u2019objection. Acquiescer ne signifie pas dire: \u00ab\u2009Oh, oui, je suis plut\u00f4t d\u2019accord avec ce que vous dites\u2009\u00bb, et perdre des ventes. C\u2019est aussi grave que de refuser l\u2019objection, parce que cela donne au client l\u2019impression d\u2019\u00eatre stupide. Il faut plut\u00f4t admettre le processus de r\u00e9flexion, le raisonnement qui a conduit le client \u00e0 cette objection. Une r\u00e9ponse correcte au client pourrait \u00eatre: \u00ab\u2009Votre observation est int\u00e9ressante, Monsieur\u2026 (ou Madame\u2026). Certains de mes meilleurs clients le pensaient \u00e9galement, mais ils ont d\u00e9couvert\u2026\u2009\u00bb;<br>&nbsp;<\/li><li><strong>apporter une r\u00e9ponse<\/strong>, mais sans oublier que le client veut \u00eatre convaincu.<\/li><\/ol>\n\n\n\n<p>La derni\u00e8re phase consiste \u00e0 r\u00e9pondre aux objections qui se pr\u00e9sentent. Les principes d\u00e9crits devront \u00eatre adapt\u00e9s durant les n\u00e9gociations de vente, concernant notamment des produits sp\u00e9cifiques. Leur valeur est g\u00e9n\u00e9rale, mais pas universelle.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright size-full is-resized\"><img fetchpriority=\"high\" decoding=\"async\" src=\"https:\/\/www.saomad.com\/fr\/wp-content\/uploads\/sites\/3\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1.jpg\" alt=\"La-gestione-delle-obiezioni-nella-vendita-di-serramenti\" class=\"wp-image-927\" width=\"511\" height=\"298\" srcset=\"https:\/\/www.saomad.com\/fr\/wp-content\/uploads\/sites\/3\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1.jpg 800w, https:\/\/www.saomad.com\/fr\/wp-content\/uploads\/sites\/3\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1-300x175.jpg 300w, https:\/\/www.saomad.com\/fr\/wp-content\/uploads\/sites\/3\/2021\/08\/La-gestione-delle-obiezioni-nella-vendita-di-serramenti-1-768x448.jpg 768w\" sizes=\"(max-width: 511px) 100vw, 511px\" \/><\/figure><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Exemples de gestion des objections<\/h2>\n\n\n\n<p>L\u2019<strong>interruption de la part du vendeur&nbsp;<\/strong>est v\u00e9cue par le client comme un manque de respect. La bonne approche consiste \u00e0 \u00e9couter avec attention et en silence. Le client appr\u00e9ciera le fait que le vendeur prend son probl\u00e8me au s\u00e9rieux.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong><em>Acquiescer et r\u00e9futer<\/em><\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Client<\/strong>: \u00ab\u2009Le probl\u00e8me avec vos fen\u00eatres, c\u2019est qu\u2019elles co\u00fbtent plus cher que celles de vos concurrents.\u2009\u00bb<br><strong>Vendeur<\/strong>: \u00ab\u2009C\u2019est vrai, le co\u00fbt initial est un peu plus \u00e9lev\u00e9, mais nos menuiseries vous assurent des \u00e9conomies plus importantes dans la dur\u00e9e.\u2009\u00bb<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong><em>D\u00e9menti net<\/em><\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Client<\/strong>: \u00ab\u2009Je crains qu\u2019il ne soit difficile de conserver cette belle finition\u2009\u00bb<br><strong>Vendeur<\/strong>: \u00ab\u2009Non, madame Durand, ce n\u2019est pas le cas. Le traitement et la peinture utilis\u00e9e garantissent \u00e0 votre fen\u00eatre une longue dur\u00e9e de vie.\u2009\u00bb<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong><em>Affaiblir l\u2019objection<\/em><\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li><strong>Client<\/strong>: \u00ab\u2009D\u00e9sol\u00e9, ce profil ne me pla\u00eet pas.\u2009\u00bb<br><strong>Vendeur<\/strong>: \u00ab\u2009Pourriez-vous me dire ce que vous n\u2019aimez pas dans ce profil\u2009?\u2009\u00bb<br><strong>Client<\/strong>: \u00ab\u2009Je n\u2019aime pas le dessin du bois.\u2009\u00bb<br><strong>Vendeur<\/strong>: \u00ab\u2009En fait, le profil est propos\u00e9 avec diff\u00e9rents films, disponibles dans plusieurs teintes et dessins.\u2009\u00bb<\/li><\/ul>\n\n\n\n<p><em><sub>Source: extrait avec quelques modifications de: Barocco V., \u00ab\u2009Porta al successo lo Show Room\u2009\u00bb, \u00e9ditions StudioCentro Marketing, Vicence, 2020<\/sub><\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Dans l\u2019activit\u00e9 de vente, nous sommes souvent d\u00e9munis face aux objections qui nous sont adress\u00e9es. Pourtant, quoi de plus naturel qu\u2019une objection\u2009? Quand un client potentiel soul\u00e8ve une objection,&nbsp;c\u2019est parce qu\u2019il n\u2019a pas \u00e9t\u00e9 convaincu. Le client est incertain ou a des inqui\u00e9tudes qui n\u2019ont pas \u00e9t\u00e9 lev\u00e9es. En d\u2019autres termes, nous ne nous sommes [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":926,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[19],"tags":[],"class_list":["post-925","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-ventes"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La gestione delle obiezioni nella vendita di serramenti - Saomad<\/title>\n<meta name=\"description\" content=\"Una corretta gestione delle obiezioni si compone di tre fasi. 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