[vendre par telephone]
TRANSCRIPT
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[VENDRE PARTELEPHONE]
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➢Objectifs pédagogiques-Donner une image professionnelle. -Enclencher les réflexes de la vente additionnelle. -Relancer des offres. -Fidéliser et prospecter la clientèle. -Faire évoluer le portefeuille et les marges. -Régler les litiges.
-Formation avec une très forte participation et interaction
➢Points forts - Un test de personnalité ( Type MBTI ) - Une initiation aux pratiques de P.N.L- Des mises en situations pour acquérir les bons réflexes
Durée2 jours (14h)
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[VENDRE PARTELEPHONE]
Cette formation apporte des réponses pratiques pour acquérir de nouveaux repères, approfondir ses réflexions et enrichir ses savoirs.
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Connaître l'environnement de son entreprise :✓Secteur d’activité, procédures internes
Maîtriser les outils et supports d’aide à la vente :✓Le guide d’entretien préétabli, ✓l'argumentaire et la fiche produit
Conduire un entretien téléphonique :✓Méthodologie de l’appel (respect des étapes du script), qualité de l’appel (discours, vocabulaire,✓écoute)
Analyser le(s) besoin(s) du client :✓Repérer les signaux d’achat,✓ promouvoir et vendre un produit/service
Contrôler le cadre de la négociation :✓Techniques de questionnement, ✓caractéristiques de l’argumentaire (CAB, SONCAS) et traitement des objections
Conclure une vente :✓Diriger l’accord au terme de l’argumentation, provoquer l’accord, ✓oser conclure (verrouiller la vente)
Gérer le post appel :✓Renseigner✓Transmettre les informations recueillies
[ VENDRE PAR TELEPHONE]
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[VENDRE PARTELEPHONE]
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Jean-Marc PESCIA | Formateur Efficacité Commerciale & Professionnelle| +33 (0)6 62 54 33 51 |
[A bientôt ]4
[ VENDRE PAR TELEPHONE]
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Connaître l'environnement de son entreprise :I. Secteur d’activité, II. Procédures internes
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[ VENDRE PAR TELEPHONE]
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[ CONNAITRE / LE SECTEUR D’ACTIVITE / DE SON ENTREPRISE]
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Connaître l'environnement de son entreprise :I. Secteur d’activité, II. Procédures internes
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[ VENDRE PAR TELEPHONE]
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[ CONNAITRE / LE SECTEUR D’ACTIVITE / DE SON ENTREPRISE]
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> CONNAITRE LE SECTEUR D’ACTIVITE DE SON ENTREPRISE > MAITRISER LES SUPPORTS D’AIDE A LA VENTE > CONDUIRE UN ENTRETIEN TELEPHONIQUE > ANALYSER LES BESOINS DU CLIENT > CONTROLER LE CADRE DE LA NEGOCIAITON > CONCLURE UNE VENTE > GERER LE POST APPEL
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Maîtriser les outils et supports d’aide à la vente :I. Le guide d’entretien préétabliII. l'argumentaire et la fiche produit
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[ VENDRE PAR TELEPHONE]
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[ MAITRISER LES OUTILS D’AIDE A LA VENTE ]
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Maîtriser les outils et supports d’aide à la vente :I. Le guide d’entretien préétabliII. l'argumentaire et la fiche
produit
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[ VENDRE PAR TELEPHONE]
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[ MAITRISER LES OUTILS D’AIDE A LA VENTE ]
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[ VENDRE PAR TELEPHONE]
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> CONNAITRE LE SECTEUR D’ACTIVITE DE SON ENTREPRISE > MAITRISER LES SUPPORTS D’AIDE A LA VENTE > CONDUIRE UN ENTRETIEN TELEPHONIQUE > ANALYSER LES BESOINS DU CLIENT > CONTROLER LE CADRE DE LA NEGOCIAITON > CONCLURE UNE VENTE > GERER LE POST APPEL
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Conduire un entretien téléphonique :I. Méthodologie de l’appel
(respect des étapes du script), II. Qualité de l’appel (discours,
vocabulaire, écoute)
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[ VENDRE PAR TELEPHONE]
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[ CONDUIRE UN ENTRETIEN TELEPHONIQUE ]
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Conduire un entretien téléphonique :I. Méthodologie de l’appel (respect
des étapes du script), II. Qualité de l’appel (discours,
vocabulaire, écoute)
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[ VENDRE PAR TELEPHONE]
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[ CONDUIRE UN ENTRETIEN TELEPHONIQUE ]
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[ VENDRE PAR TELEPHONE]
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> CONNAITRE LE SECTEUR D’ACTIVITE DE SON ENTREPRISE > MAITRISER LES SUPPORTS D’AIDE A LA VENTE > CONDUIRE UN ENTRETIEN TELEPHONIQUE > ANALYSER LES BESOINS DU CLIENT > CONTROLER LE CADRE DE LA NEGOCIAITON > CONCLURE UNE VENTE > GERER LE POST APPEL
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[ ANALYSER LES BESOINS DU CLIENT ]
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Analyser le(s) besoin(s) du client :I. Repérer les signaux d’achat,II. promouvoir et vendre un
produit/service
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[ VENDRE PAR TELEPHONE]
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Analyser le(s) besoin(s) du client :I. Repérer les signaux d’achat,II. Promouvoir et vendre un
produit/service
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[ ANALYSER LES BESOINS DU CLIENT ]
[ VENDRE PAR TELEPHONE]
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> CONNAITRE LE SECTEUR D’ACTIVITE DE SON ENTREPRISE > MAITRISER LES SUPPORTS D’AIDE A LA VENTE > CONDUIRE UN ENTRETIEN TELEPHONIQUE > ANALYSER LES BESOINS DU CLIENT > CONTROLER LE CADRE DE LA NEGOCIAITON > CONCLURE UNE VENTE > GERER LE POST APPEL
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[ CONTROLER LE CADRE DE NEGOCIATION ]
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Contrôler le cadre de la négociation :I. Techniques de questionnement, II. L’argumentaire (CAB, SONCAS) III. Traitement des objections
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[ VENDRE PAR TELEPHONE]
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Contrôler le cadre de la négociation :I. Techniques de questionnementII. L’argumentaire (CAB, SONCAS)III. Traitement des objections
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[ CONTROLER LE CADRE DE NEGOCIATION ]
[ VENDRE PAR TELEPHONE]
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Contrôler le cadre de la négociation :I. Techniques de questionnementII. L’argumentaire (CAB, SONCAS) III. Traitement des objections
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[ CONTROLER LE CADRE DE NEGOCIATION ]
[ VENDRE PAR TELEPHONE]
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> CONNAITRE LE SECTEUR D’ACTIVITE DE SON ENTREPRISE > MAITRISER LES SUPPORTS D’AIDE A LA VENTE > CONDUIRE UN ENTRETIEN TELEPHONIQUE > ANALYSER LES BESOINS DU CLIENT > CONTROLER LE CADRE DE LA NEGOCIAITON > CONCLURE UNE VENTE > GERER LE POST APPEL
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[ CONCLURE UNE VENTE ]
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Conclure une vente :I. Diriger l’accord au terme de
l’argumentation, II. Provoquer l’accord, et oser
conclure (verrouiller la vente)
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[ VENDRE PAR TELEPHONE]
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Conclure une vente :I. Diriger l’accord au terme de
l’argumentation, II. Provoquer l’accord, et oser
conclure (verrouiller la vente)
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[ CONCLURE UNE VENTE ]
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> Prendre à temps des décisions optimales > Savoir analyser la dynamique de son équipe > Clarifier les missions et les objectifs > Savoir faire passer des messages de direction > Favoriser une cohésion et une solidarité > S’entrainer à faire émerger l’esprit d’équipe > Suivre l'action et contrôler
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Gérer le post appel :I. RenseignerII. Transmettre les informations
recueillies
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[SAVOIR TRANSMETTRE / GERER LE POST APPEL ]
[ VENDRE PAR TELEPHONE]
TEC
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[SAVOIR TRANSMETTRE / GERER LE POST APPEL ]
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Gérer le post appel :I. RenseignerII. Transmettre les informations
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