{"id":5658,"date":"2017-09-11T08:00:20","date_gmt":"2017-09-11T06:00:20","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=5658"},"modified":"2019-10-01T11:21:27","modified_gmt":"2019-10-01T09:21:27","slug":"script-telephonique-b2b-prospection-commerciale","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/script-telephonique-b2b-prospection-commerciale\/","title":{"rendered":"Script t\u00e9l\u00e9phonique B2B : les 3 \u00e0 int\u00e9grer \u00e0 votre prospection"},"content":{"rendered":"<p>La prospection t\u00e9l\u00e9phonique a connu de profonds bouleversements. Beaucoup pensent que le Cold Calling dispara\u00eet au profit du Cold Emailing (ou prospection par mails \u00e0 froid) consid\u00e9r\u00e9 comme moins chronophage et plus efficace. Les commerciaux ne d\u00e9laissent pas pour autant leur t\u00e9l\u00e9phone, ni leur discours. Face \u00e0 cette situation, quel script t\u00e9l\u00e9phonique B2B adopter et int\u00e9grer dans votre prospection commerciale ?<\/p>\n<p><!--more--><\/p>\n<h2>Le script t\u00e9l\u00e9phonique B2B suit l\u2019organisation de votre force commerciale<\/h2>\n<p>A toute organisation commerciale correspond un funnel de prospection structur\u00e9. Que ce soit pour les responsables de g\u00e9n\u00e9ration de leads marketing, les Sales Development Representatives, les Account Executives ou les Customer Success Managers, le script t\u00e9l\u00e9phonique B2B est incontournable \u00e0 leur activit\u00e9 professionnelle.<\/p>\n<div class=\"push-cta\">\r\n<div class=\"cta-title\">Vous souhaitez organiser vos \u00e9quipes marketing et commerciales ?<\/div>\r\n<div class=\"cta-subtitle\">Acc\u00e9dez en libre consultation \u00e0 +10h de formation gratuite<\/div>\r\n<a id=\"cta-academy-organiser-equipe-commerciale\" class=\"cta-button\" title=\"Consulter dans l'academy\" href=\"http:\/\/academy.datananas.com\/o\/organiser-son-equipe-commerciale\">Consulter dans l'academy<\/a>\r\n<\/div>\r\n<script type=\"text\/javascript\">\r\n  var link = document.getElementById('cta-academy-organiser-equipe-commerciale');\r\n  analytics.trackLink(link, 'blog-fr-cta-academy-organiser-equipe-commerciale', {\r\n    pageTitle: document.title\r\n  });\r\n<\/script>\n<p>Pour vous aiguiller dans la mise en place de script t\u00e9l\u00e9phonique B2B percutant, voici des exemples qui ont fait leurs preuves :<\/p>\n<h3>Exemple de script t\u00e9l\u00e9phonique B2B pour un lead inbound<\/h3>\n<p>Les leads g\u00e9n\u00e9r\u00e9s par l\u2019Inbound Marketing demandent g\u00e9n\u00e9ralement des informations compl\u00e9mentaires ou des d\u00e9monstrations. Dans cette situation c\u2019est un Responsable de g\u00e9n\u00e9ration de leads marketing qui s\u2019occupe de le contacter (ou le cas \u00e9ch\u00e9ant, un Sales Development Representative).<\/p>\n<p>&nbsp;<\/p>\n<div class=\"email-content\">\u201cBonjour John Doe,<em>(Pause)<\/em><br \/>\nJ\u2019ai vu que vous souhaitiez un compl\u00e9ment d\u2019information. Je suis actuellement libre pour r\u00e9pondre \u00e0 toutes vos questions.\u201d<em>(Pause)<\/em><\/p>\n<\/div>\n<p>&nbsp;<\/p>\n<p>Mais il arrive \u00e9galement que les leads g\u00e9n\u00e9r\u00e9s gr\u00e2ce \u00e0 l\u2019Inbound Marketing ne demandent pas d\u2019informations suppl\u00e9mentaires ou de d\u00e9monstrations. Dans ce cas, vous pouvez les contacter de la fa\u00e7on suivante :<\/p>\n<p>&nbsp;<\/p>\n<div class=\"email-content\">\n<p>Bonjour John Smith,<em>(Pause)<\/em><\/p>\n<p>John Doe de [Entreprise X].<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>Est-ce que je vous d\u00e9range ?<\/p>\n<p><em>(Pause)<\/em><\/p>\n<\/div>\n<p>&nbsp;<\/p>\n<p>J\u2019ai vu que vous aviez consult\u00e9 certaines ressources sur notre blog [liste des ressources consult\u00e9es] et je voulais savoir si cela vous avez \u00e9t\u00e9 utile. Si vous voulez, nous pouvons discuter de votre [Probl\u00e9matique Y].<\/p>\n<h3>Exemple de script t\u00e9l\u00e9phonique B2B pour un lead outbound<\/h3>\n<p>Les leads g\u00e9n\u00e9r\u00e9s par l\u2019Outbound Sales se distinguent des leads g\u00e9n\u00e9r\u00e9s par l\u2019Inbound Marketing. En effet, dans ce cas pr\u00e9cis, c\u2019est vous qui \u00eates entr\u00e9 en contact avec votre prospect, contrairement \u00e0 l\u2019Inbound o\u00f9 votre prospect est venu \u00e0 vous. Face \u00e0 ce constat, vous devez accrocher votre prospect rapidement pour attiser sa curiosit\u00e9 en tant que SDR, et vous montrer persuasif, convaincant, \u00e0 l\u2019\u00e9coute et compr\u00e9hensif lorsque vous \u00eates AE. Ainsi cela donne respectivement :<\/p>\n<h4>Script t\u00e9l\u00e9phonique B2B SDR :<\/h4>\n<p>&nbsp;<\/p>\n<div class=\"email-content\">\n<p>Bonjour John Doe,<em>(Pause)<\/em><\/p>\n<p>John Smith de [Entreprise Y].<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>Je ne vous d\u00e9range pas ?<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>Je vous appelle rapidement pour savoir si vous avez bien re\u00e7u notre [offre marketing X]. Nous avons eu quelques probl\u00e8mes avec la poste et je d\u00e9sirais m\u2019assurer que tout allait bien de ce c\u00f4t\u00e9.<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>J\u2019en profite \u00e9galement pour revenir vers vous concernant [produit \/ service Z]. Vous avez un peu de temps pour que nous en discutions ?<\/p>\n<\/div>\n<p>&nbsp;<\/p>\n<h4>Script t\u00e9l\u00e9phonique B2B AE :<\/h4>\n<p>&nbsp;<\/p>\n<div class=\"email-content\">\n<p>Bonjour John Smith,<em>(Pause)<\/em><\/p>\n<p>John Doe de [Entreprise Y].<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>Nous avons rendez-vous \u00e0 [heure X]. Je ne vous d\u00e9range pas ?<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>Je fais suite au premier rendez-vous t\u00e9l\u00e9phonique que vous avez eu avec mon coll\u00e8gue. Si j\u2019ai bien compris votre probl\u00e9matique vous souhaitez [Besoins Z].<\/p>\n<\/div>\n<p>&nbsp;<\/p>\n<h3>Exemple de script t\u00e9l\u00e9phonique B2B pour un client<\/h3>\n<p>Enfin, un certain type de script t\u00e9l\u00e9phonique s\u2019applique sp\u00e9cifiquement aux clients. Souvent pris en charge par les Customer Success Managers, ces derniers doivent faire preuve de p\u00e9dagogie, d\u2019\u00e9coute et d\u2019accompagnement et \u00eatre particuli\u00e8rement strat\u00e8ge quand il s\u2019agit de proposer un upsell :<\/p>\n<p>&nbsp;<\/p>\n<div class=\"email-content\">\n<p>Bonjour John Doe,<em>(Pause)<\/em><\/p>\n<p>Comment allez-vous ? Je me permettais de vous appeler suite \u00e0 notre dernier check up. L\u2019utilisation du [produit \/ service X] se passe bien ? Vous en \u00eates satisfait ?<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>Maintenant que nous nous connaissons bien et que vous utilisez notre [produit \/ service X] depuis un certain temps, je me disais qu\u2019il serait peut-\u00eatre int\u00e9ressant de vous faire passer \u00e0 la version sup\u00e9rieure.<\/p>\n<p><em>(Pause)<\/em><\/p>\n<p>Voulez-vous que nous prenions rendez-vous pour en discuter ? Que diriez-vous de [date ] \u00e0 [heure] ?<\/p>\n<\/div>\n<p>&nbsp;<\/p>\n<p>Vous connaissez d\u00e9sormais toutes les situations dans lesquels utiliser un script t\u00e9l\u00e9phonique B2B percutant et engageant. Si vous souhaitez en apprendre davantage, n\u2019h\u00e9sitez pas \u00e0 consulter notre academy !<\/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","protected":false},"excerpt":{"rendered":"<p>La prospection t\u00e9l\u00e9phonique a connu de profonds bouleversements. Beaucoup pensent que le Cold Calling dispara\u00eet au profit du Cold Emailing (ou prospection par mails \u00e0 froid) consid\u00e9r\u00e9 comme moins chronophage et plus efficace. Les commerciaux ne d\u00e9laissent pas pour autant leur t\u00e9l\u00e9phone, ni leur discours. Face \u00e0 cette situation, quel script t\u00e9l\u00e9phonique B2B adopter et [&hellip;]<\/p>\n","protected":false},"author":16,"featured_media":6377,"comment_status":"closed","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":[103,105,12,58],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Script t\u00e9l\u00e9phonique B2B : les 3 \u00e0 int\u00e9grer \u00e0 votre prospection | Datananas<\/title>\n<meta name=\"description\" content=\"La prospection t\u00e9l\u00e9phonique a connu de profonds bouleversements. 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