{"id":475,"date":"2015-11-24T09:00:10","date_gmt":"2015-11-24T08:00:10","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=475"},"modified":"2019-10-01T13:56:09","modified_gmt":"2019-10-01T11:56:09","slug":"prospecter-au-telephone-6-conseils","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/prospecter-au-telephone-6-conseils\/","title":{"rendered":"Prospecter au t\u00e9l\u00e9phone : 6 conseils \u00e0 appliquer au quotidien"},"content":{"rendered":"<p>Prospecter au t\u00e9l\u00e9phone est un excellent moyen d&rsquo;entrer en contact avec vos prospects et d\u00e9velopper votre activit\u00e9. Cependant, la difficult\u00e9 \u00e0 joindre le bon interlocuteur et la r\u00e9gularit\u00e9 que demande la prospection t\u00e9l\u00e9phonique rendent difficile l&rsquo;obtention de r\u00e9sultats concrets.<\/p>\n<p><!--more--><\/p>\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Retrouvez nos meilleurs mod\u00e8les d'emails de prospection !<\/div>\r\n<div class=\"cta-subtitle\">Progressez \u00e0 votre rythme et acc\u00e9dez \u00e0 +10h de formation gratuitement<\/div>\r\n<a id=\"cta-academy-modeles-emails\" class=\"cta-button\" title=\"D\u00e9couvrir l'academy\" href=\"http:\/\/academy.datananas.com\/o\/modeles-d-emails-de-prospection\">D\u00e9couvrir l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-modeles-emails');\r\n  analytics.trackLink(link, 'blog-fr-content-cta-academy-modeles-emails', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n<p>&nbsp;<\/p>\n<h2>Faire en sorte que votre prospect vous \u00e9coute<\/h2>\n<p>Pour que votre prospect vous \u00e9coute, il va falloir \u00eatre percutant lors de votre phrase d&rsquo;accroche. Dans la mesure du possible, limitez les appels \u00e0 froid, mais faites en sorte d&rsquo;avoir d\u00e9j\u00e0 eu un contact avec votre prospect avant de\u00a0prospecter au t\u00e9l\u00e9phone. Vous pouvez pour cela avoir une approche de <a href=\"https:\/\/blog.datananas.com\/fr\/prospection-b2b-cold-calling-vs-cold-emailing\/\">Cold Emailing<\/a> dans un premier temps : cela permet au prospect de d\u00e9j\u00e0 savoir qui vous \u00eates et ce que vous proposez lorsqu&rsquo;il d\u00e9croche.<\/p>\n<p>Une astuce int\u00e9ressante : demandez dans les premi\u00e8res secondes \u00ab\u00a0Est-ce que je vous d\u00e9range ? Vous voulez peut-\u00eatre que je vous rappelle plus tard ?\u00a0\u00bb. Cela peut para\u00eetre contre-intuitif, mais cette phrase permet deux choses :<\/p>\n<ul>\n<li>Vous d\u00e9marquer des t\u00e9l\u00e9prospecteurs<\/li>\n<li>Dans la plupart des cas, votre prospect r\u00e9pond <em>\u00ab\u00a0Non non pas du tout, je vous \u00e9coute\u00a0\u00bb<\/em>. Vous avez alors toute son attention !<\/li>\n<\/ul>\n<h2>Pr\u00e9parez votre\u00a0appel de prospection<\/h2>\n<p>Avant votre appel, ayez en t\u00eate vos objectifs :<\/p>\n<ul>\n<li>Qui dois-je r\u00e9ellement appeler ?<\/li>\n<li>Quelle est sa v\u00e9ritable fonction au sein de la soci\u00e9t\u00e9 ?<\/li>\n<li>A-t-il les moyens de prises de d\u00e9cisions ?<\/li>\n<li>Quelles sont les raisons de mon appel ?<\/li>\n<li>Quelle offre dois-je pr\u00e9senter \u00e0 l\u2019entreprise qui lui sera b\u00e9n\u00e9fique ?<\/li>\n<\/ul>\n<p>Renseignez-vous \u00e9galement un peu sur la soci\u00e9t\u00e9 que vous appelez, mais \u00e9vitez tout de m\u00eame de passer dix minutes sur le site de chaque soci\u00e9t\u00e9 avant chaque appel. Vous perdrez sinon en efficacit\u00e9.<\/p>\n<p>&nbsp;<\/p>\n<h2>Adaptez votre argumentaire commercial \u00e0 votre interlocuteur<\/h2>\n<p>\u00c9vitez de tenir syst\u00e9matiquement le m\u00eame discours aupr\u00e8s de tous les prospects que vous contactez : votre travail de pr\u00e9paration, ainsi qu&rsquo;une \u00e9coute active de votre prospect doivent vous permettre de vous adapter \u00e0 chaque interlocuteur et de mettre en avant ce qui est important pour lui. Et m\u00eame s&rsquo;il est important de se pr\u00e9parer, \u00e9vitez de donner l\u2019impression que vous lisez un script ! Prospecter au t\u00e9l\u00e9phone requiert une pr\u00e9paration minutieuse.<\/p>\n<p>&nbsp;<\/p>\n<h2>Faites d\u00e9couvrir les besoins de votre prospect<\/h2>\n<p>Vendre, c&rsquo;est avant tout \u00eatre \u00e0 l&rsquo;\u00e9coute de besoins de vos prospects. Il est tentant de vouloir pr\u00e9senter votre entreprise, mais savoir \u00e9couter et emmenez votre interlocuteur \u00e0 \u00e9voquer ses besoins est la cl\u00e9. Pour cela posez des questions ouvertes et \u00e9vitez les s\u00e9ries de questions directes comme s\u2019il s\u2019agissait d\u2019un sondage.<\/p>\n<p>&nbsp;<\/p>\n<h2>Prospecter au t\u00e9l\u00e9phone vous permet d&rsquo;argumentez sur votre valeur ajout\u00e9e<\/h2>\n<p>Vos prospects vont vouloir savoir quelle est la valeur ajout\u00e9e que vous leur apportez, et pourquoi devrait-elle faire appel \u00e0 vous plut\u00f4t qu&rsquo;\u00e0 vos concurrents. Lorsque la question de vos concurrents est abord\u00e9e, vous allez devoir argumenter sur vos points diff\u00e9renciants. Ceux-ci doivent \u00eatre pertinents par rapport aux besoins \u00e9voqu\u00e9s du client : il ne sert \u00e0 rien d&rsquo;\u00e9voquer que vous \u00eates moins cher si le budget n&rsquo;est pas un point bloquant pour votre prospect par exemple.<\/p>\n<p>&nbsp;<\/p>\n<h2>Sachez identifier les signes d&rsquo;int\u00e9r\u00eat<\/h2>\n<p>Si votre prospect commence \u00e0 vous poser des questions sur votre produit, c\u2019est alors plut\u00f4t bon signe, car cela signifie que vous avez \u00e9veill\u00e9 son int\u00e9r\u00eat. Donnez-lui toutes les informations dont il a besoin et n\u2019h\u00e9sitez pas \u00e0 parler \u00ab prix \u00bb pour une proposition directe, vous n\u2019aurez peut-\u00eatre pas une autre occasion de l\u2019avoir au t\u00e9l\u00e9phone. N&rsquo;h\u00e9sitez pas \u00e0 demander au prospect ce qu&rsquo;il pense de votre produit ou service : il vous indiquera lui-m\u00eame les \u00e9ventuels points bloquants sur lesquels vous pourrez argumenter.<\/p>\n<p>Enfin, votre appel doit se conclure sur une prochaine \u00e9tape, qui \u00e9tait l&rsquo;objectif de votre appel (un rendez-vous physique, un essai de votre produit, etc&#8230;). Si la r\u00e9ponse est \u00ab\u00a0je reviens vers vous\u00a0\u00bb, essayez autant que possible d&rsquo;avoir des d\u00e9tails : quand votre prospect va-t-il revenir vers vous ? Pourquoi a-t-il besoin de temps ? A qui va-t-il en parler ? Prospecter au t\u00e9l\u00e9phone est un art qu&rsquo;il convient de ma\u00eetriser pour augmenter vos opportunit\u00e9s business.<\/p>\n<p>Avez-vous d\u2019autres conseils \u00e0 partager sur la <a href=\"https:\/\/blog.datananas.com\/fr\/prospection-telephonique-comment-reussir\/\">prospection t\u00e9l\u00e9phonique<\/a> ? Si vous souhaitez approfondir vos connaissances et vos comp\u00e9tences sur ce sujet, n&rsquo;h\u00e9sitez pas \u00e0 d\u00e9couvrir notre academy !<\/p>\n<p>&nbsp;<\/p>\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Quelles diff\u00e9rences entre Marketing automation Vs. Sales automation?<\/div>\r\n<div class=\"cta-subtitle\">Acc\u00e9dez \u00e0 ce cours en libre consultation dans notre academy en ligne<\/div>\r\n<a id=\"cta-academy-market-auto-vs-sales-auto\" class=\"cta-button\" title=\"Consulter dans l'academy\" href=\"https:\/\/academy.datananas.com\/o\/marketing-automation-vs-sales-automation\">Consulter dans l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-market-auto-vs-sales-auto');\r\n  analytics.trackLink(link, 'blog-fr-cta-academy-market-auto-vs-sales-auto', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n","protected":false},"excerpt":{"rendered":"<p>Prospecter au t\u00e9l\u00e9phone est un excellent moyen d&rsquo;entrer en contact avec vos prospects et d\u00e9velopper votre activit\u00e9. Cependant, la difficult\u00e9 \u00e0 joindre le bon interlocuteur et la r\u00e9gularit\u00e9 que demande la prospection t\u00e9l\u00e9phonique rendent difficile l&rsquo;obtention de r\u00e9sultats concrets.<\/p>\n","protected":false},"author":1,"featured_media":6381,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"yasr_overall_rating":0,"yasr_post_is_review":"","yasr_auto_insert_disabled":"","yasr_review_type":"Other"},"categories":[6,7],"tags":[27,14,103,12,58,59],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Prospecter au t\u00e9l\u00e9phone : 6 conseils \u00e0 appliquer au quotidien<\/title>\n<meta name=\"description\" content=\"Prospecter au t\u00e9l\u00e9phone est un excellente moyen de toucher de nouveaux prospects et d\u2019acc\u00e9l\u00e9rer votre d\u00e9veloppement commerciale. 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