{"id":510,"date":"2015-04-15T12:02:41","date_gmt":"2015-04-15T10:02:41","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=510"},"modified":"2019-10-01T12:27:23","modified_gmt":"2019-10-01T10:27:23","slug":"prospection-telephonique-comment-reussir","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/prospection-telephonique-comment-reussir\/","title":{"rendered":"Comment r\u00e9ussir sa prospection t\u00e9l\u00e9phonique ?"},"content":{"rendered":"<p>La prospection t\u00e9l\u00e9phonique est l&rsquo;un des outils indispensables dans votre approche commerciale B2B. Voici quelques conseils pour r\u00e9ussir votre t\u00e9l\u00e9prospection en toute simplicit\u00e9.<\/p>\n<p><!--more--><\/p>\n<h2>Pr\u00e9parez-vous avant toute activit\u00e9 de prospection t\u00e9l\u00e9phonique !<\/h2>\n<ul>\n<li><strong>Mettez-vous dans de bonnes conditions<\/strong> avant une s\u00e9ance de prospection t\u00e9l\u00e9phonique. Il est normal d\u2019appr\u00e9hender ses premiers appels lorsque l&rsquo;on d\u00e9bute : dans ce cas, isolez-vous si besoin, et commencez par appeler les prospects les moins int\u00e9ressants pour vous chauffer et \u00e9viter de vous mettre la pression. Les appels suivants seront plus faciles \u00e0 passer.<\/li>\n<li><strong>Pr\u00e9parez votre argumentaire<\/strong>, et choisissez votre cadre lexical. D\u00e9marcher un prospect, c&rsquo;est r\u00e9ussir \u00e0 lui faire passer un message. Mais ce qui est important : c&rsquo;est une ma\u00eetrise parfaite de l&rsquo;offre que vous voulez soumettre \u00e0 votre prospect. Vous ne pouvez pas \u00eatre convaincant si vous h\u00e9sitez vous-m\u00eame. Il ne faut pas h\u00e9siter \u00e0 <a href=\"https:\/\/blog.datananas.com\/fr\/script-telephonique-engageant-4-regles-dor\/\">\u00e9crire un script<\/a> qui vous aidera \u00e0 \u00eatre clair au d\u00e9but, quitte \u00e0 vous en d\u00e9tacher lorsque vous \u00eates plus \u00e0 l&rsquo;aise afin d&rsquo;\u00e9viter de tomber dans la r\u00e9citation&#8230; car personne n&rsquo;aime cela !<\/li>\n<li><strong>D\u00e9finissez-vous des objectifs clairs<\/strong> et p\u00e9riodiques, durant l&rsquo;\u00e9volution de votre activit\u00e9 de prospection. Ces objectifs sont des outils de pilotage et de recadrage, pour appr\u00e9cier <a href=\"https:\/\/blog.datananas.com\/fr\/performance-de-sa-prospection-commerciale\/\">la performance de votre activit\u00e9<\/a>. Vous pouvez par exemple suivre les ratios suivants : prospects \u00e0 qui vous avez parl\u00e9 \/ total des prospects appel\u00e9s, nombre de RDVs \/ prospects \u00e0 qui vous avez parl\u00e9, taux de conversion de prospects en clients, nombre de relances par prospect, etc&#8230;<\/li>\n<li><strong>Prenez des notes<\/strong>. Pr\u00e9parez un document pour la prise de notes ou saisissez directement les informations utiles dans votre <a href=\"https:\/\/blog.datananas.com\/fr\/choisir-un-logiciel-crm-recommandations\/\">CRM<\/a>. Cette prise de notes vous permettra de mieux organiser votre veille terrain ainsi que votre politique de relance.<\/li>\n<li><strong>Organisez vos appels selon un chronogramme<\/strong> qui diff\u00e9renciera les appels de premier contact, <a href=\"https:\/\/blog.datananas.com\/fr\/exemple-de-mail-de-relance-qui-marche-a-tous-les-coups\/\">des relance<\/a>s et des appels de reconqu\u00eate. Il serait judicieux de d\u00e9finir des intervalles de temps que vous d\u00e9dierez \u00e0 l&rsquo;ex\u00e9cution de chaque type d&rsquo;appel.<\/li>\n<li><strong>\u00c9vitez si possible le <a href=\"https:\/\/blog.datananas.com\/fr\/prospection-b2b-cold-calling-vs-cold-emailing\/\">Cold Calling<\/a> <\/strong>(c&rsquo;est \u00e0 dire les appels de prospection \u00e0 froid). Il existe de nombreuses possibilit\u00e9s qui vous permettront d&rsquo;<a title=\"Prospection t\u00e9l\u00e9phonique : 4 techniques pour \u00e9viter d\u2019appeler \u00e0 froid\" href=\"https:\/\/blog.datananas.com\/fr\/prospection-telephonique-4-techniques-pour-eviter-dappeler-a-froid\/\">appeler en priorit\u00e9 les prospects les plus int\u00e9ressants<\/a>.<\/li>\n<li>Enfin, il vous faut pr\u00e9parer votre outil essentiel : votre voix. Assurez-vous que votre voix est parfaitement audible et agr\u00e9able au t\u00e9l\u00e9phone.<\/li>\n<\/ul>\n<div class=\"push-cta\">\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Quelles diff\u00e9rences entre Marketing Automation et Sales Automation ?<\/div>\r\n<div class=\"cta-subtitle\">Acc\u00e9dez en libre consultation \u00e0 ce cours dans notre academy en ligne<\/div>\r\n<a id=\"cta-academy-inbound-vs-outbound\" class=\"cta-button\" title=\"Consulter dans l'academy\" href=\"http:\/\/academy.datananas.com\/o\/inbound-vs-outbound\">Consulter dans l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-inbound-vs-outbound');\r\n  analytics.trackLink(link, 'blog-fr-cta-academy-inbound-vs-outbound', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n<\/div>\n<p>&nbsp;<\/p>\n<h2>Menez votre t\u00e9l\u00e9prospection dans les r\u00e8gles de l&rsquo;art !<\/h2>\n<ul>\n<li><strong>Soyez attentif et \u00e0 l&rsquo;\u00e9coute<\/strong>. Si vous voulez attirer l&rsquo;attention de votre prospect, l&rsquo;une des cl\u00e9s est de lui en t\u00e9moigner. Ceci passe par une \u00e9coute attentive et sans interruption de ce qu&rsquo;il dit, ainsi que par une attitude respectueuse et agr\u00e9able envers lui.<\/li>\n<li><strong>Soyez toujours souriant<\/strong>, m\u00eame si certaines paroles vous heurtent. En effet, le sourire transpara\u00eet dans la voix. Et puisque votre prospect se fera une image virtuelle de vous \u00e0 partir de votre voix, ne croyez-vous pas qu&rsquo;il serait judicieux qu&rsquo;il ait celle d&rsquo;un interlocuteur aimable et souriant ?<\/li>\n<li><strong>Utilisez l&rsquo;humour d\u00e8s que possible<\/strong>. <a title=\"Comment le Chat Pott\u00e9 peut vous aider \u00e0 obtenir un RDV\" href=\"https:\/\/blog.datananas.com\/fr\/comment-le-chat-potte-peut-vous-aider-a-obtenir-un-rdv\/\">L&rsquo;humour permet d&rsquo;ouvrir de nombreuses portes<\/a>, d\u00e9tendre l&rsquo;atmosph\u00e8re, et m\u00eame d\u00e9stabiliser les prospects qui sont vraiment sur la d\u00e9fensive durant une t\u00e9l\u00e9prospection. Mais attention, soyez l\u00e9ger pour ne pas passer pour un clown et \u00e9vitez un humour inappropri\u00e9.<\/li>\n<li><strong>Commencez par des questions ouvertes<\/strong> afin d&rsquo;avoir un v\u00e9ritable \u00e9change et d&rsquo;\u00e9viter de tomber dans l&rsquo;interrogatoire.<\/li>\n<li><strong>Faites attention \u00e0 identifier vos prospects<\/strong> d\u00e8s les premiers \u00e9changes : Est-ce le bon interlocuteur ? Est-ce le d\u00e9cideur ? Est-ce un prospect difficile, ouvert, introverti&#8230;. ? Est-il ennuy\u00e9, indiff\u00e9rent ou enclin ?<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2>\u00c9valuez vos performances et pr\u00e9parez les prochaines s\u00e9ances de t\u00e9l\u00e9prospection !<\/h2>\n<ul>\n<li><strong>Faites un bilan de votre s\u00e9ance de prospection<\/strong> et \u00e9valuez l&rsquo;atteinte de vos objectifs. Lorsqu&rsquo;il existe des \u00e9carts, il vous faut op\u00e9rer une premi\u00e8re investigation sur les causes de ceux-ci. Comparez vos diff\u00e9rents ratios avec vos coll\u00e8gues afin d&rsquo;identifier vos points d&rsquo;am\u00e9lioration.<\/li>\n<li><strong>Capitalisez sur les erreurs<\/strong> et <a href=\"https:\/\/blog.datananas.com\/fr\/mesurer-la-performance-des-emails-de-prospection\/\">analysez les r\u00e9sultats<\/a> des crit\u00e8res d&rsquo;\u00e9valuation de l&rsquo;atteinte de vos objectifs. Ceci vous aidera \u00e0 \u00e9laborer ou mettre \u00e0 jour la strat\u00e9gie de la prochaine s\u00e9ance de <a href=\"https:\/\/blog.datananas.com\/fr\/prospection-telephonique-commerciale-7-erreurs\/\">prospection t\u00e9l\u00e9phonique<\/a>.<\/li>\n<\/ul>\n<p>Bonne s\u00e9ance de prospection !<\/p>\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Appr\u00e9hendez les grandes r\u00e8gles de la r\u00e9daction d'emails de prospection !<\/div>\r\n<div class=\"cta-subtitle\">D\u00e9couvrez nos meilleurs contenus dans notre academy en ligne<\/div>\r\n<a id=\"cta-academy-regles-redaction-emails\" class=\"cta-button\" title=\"Consulter dans l'academy\" href=\"http:\/\/academy.datananas.com\/o\/grandes-regles-de-la-redaction-d-e-mails\">Consulter dans l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-regles-redaction-emails');\r\n  analytics.trackLink(link, 'blog-fr-cta-academy-regles-redaction-emails', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n","protected":false},"excerpt":{"rendered":"<p>La prospection t\u00e9l\u00e9phonique est l&rsquo;un des outils indispensables dans votre approche commerciale B2B. Voici quelques conseils pour r\u00e9ussir votre t\u00e9l\u00e9prospection en toute simplicit\u00e9.<\/p>\n","protected":false},"author":1,"featured_media":2049,"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],"tags":[27,103,12,58,59],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Comment r\u00e9ussir sa prospection t\u00e9l\u00e9phonique ?<\/title>\n<meta name=\"description\" content=\"D\u00e9couvrez tous nos conseils pour optimiser efficacement au quotidien votre prospection t\u00e9l\u00e9phonique en toute simplicit\u00e9.\u00a0\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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