{"id":619,"date":"2015-12-10T09:00:44","date_gmt":"2015-12-10T08:00:44","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=619"},"modified":"2019-10-01T11:22:53","modified_gmt":"2019-10-01T09:22:53","slug":"objections-de-vos-prospects-y-repondre","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/objections-de-vos-prospects-y-repondre\/","title":{"rendered":"Objections de vos prospects : comment y r\u00e9pondre ?"},"content":{"rendered":"<p>Vous n&rsquo;y \u00e9chapperez pas lors de votre prospection : vous allez devoir faire face aux objections de vos prospects. Voici comment y r\u00e9pondre de la meilleure mani\u00e8re qui soit.<\/p>\n<p><!--more--><\/p>\n<h2>Se pr\u00e9parer aux objections de vos prospects<\/h2>\n<p>Afin de r\u00e9pondre aux objections de vos prospects, il faut absolument d&rsquo;y pr\u00e9parer. Cela peut para\u00eetre \u00e9vident, mais improviser sa r\u00e9pondre aux objections est risqu\u00e9 car vous serez beaucoup plus h\u00e9sitant et vous allez prendre plus de temps \u00e0 formuler votre r\u00e9ponse.<\/p>\n<p>Vous devez pour cela r\u00e9diger un document qui liste toutes les objections que vos prospects pourraient donner \u00e0 vos commerciaux, et pour chacune d&rsquo;elle pr\u00e9parer une r\u00e9ponse en quelques phrases avec les arguments principaux. Ce document doit \u00eatre mis \u00e0 jour r\u00e9guli\u00e8rement avec les nouvelles objections, et compl\u00e9t\u00e9 par toute l&rsquo;\u00e9quipe commerciale.<\/p>\n<h2>Conna\u00eetre les concurrents<\/h2>\n<p>Il est imp\u00e9ratif de connaitre tous vos concurrents en faisant une <a href=\"https:\/\/blog.datananas.com\/fr\/comment-faire-de-la-veille-strategique-concurrentielle\/\">veille concurrentielle<\/a> r\u00e9guli\u00e8re afin d&rsquo;\u00eatre \u00e0 jour sur leurs tarifs, tester leur produits, connaitre leur forces et leur faiblesse par rapport \u00e0 vous. De la m\u00eame mani\u00e8re que les objections doivent \u00eatres document\u00e9es et adress\u00e9es, vous devez pour chaque concurrent conna\u00eetre vos points forts par rapport \u00e0 eux, et savoir r\u00e9pondre \u00e0 vos points faibles lorsque ceux-ci seront utilis\u00e9s comme des objections par vos prospects.<\/p>\n<p>Toutes ces informations peuvent \u00eatre consign\u00e9es dans des <a href=\"https:\/\/blog.datananas.com\/fr\/battle-cards\/\">Battle Cards \u00e0 destination des commerciaux<\/a> pour les aider lors de leurs rendez-vous.<\/p>\n<h2>Les objections classiques<\/h2>\n<p>Certaines objections sont classiques et reviendront souvent :<\/p>\n<blockquote>\n<ul>\n<li>Je n&rsquo;ai pas le temps<\/li>\n<li>Je n&rsquo;ai pas de budget<\/li>\n<li>J&rsquo;utilise d\u00e9j\u00e0 le concurrent X<\/li>\n<li>Votre produit est trop cher<\/li>\n<li>Je n&rsquo;ai pas de besoin<\/li>\n<li>Envoyez moi plus d&rsquo;informations par email<\/li>\n<\/ul>\n<\/blockquote>\n<p>D&rsquo;autres objections de vos prospects seront plus sp\u00e9cifiques \u00e0 votre march\u00e9 ou votre produit. Vous allez \u00e9galement rencontrer des objections qui n&rsquo;en sont pas \u00e0 auxquelles vous allez devoir faire face, comme les <a href=\"https:\/\/blog.datananas.com\/fr\/repondre-aux-demandes-de-reduction\/\">demandes de r\u00e9duction<\/a> qui sont presque ancr\u00e9es dans notre culture fran\u00e7aise.<\/p>\n<p>Si vous d\u00e9sirez en apprendre davantage sur la n\u00e9gociation lors de votre prospection commerciale, n&rsquo;h\u00e9sitez pas \u00e0 consulter notre academy !<\/p>\n<p>&nbsp;<\/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","protected":false},"excerpt":{"rendered":"<p>Vous n&rsquo;y \u00e9chapperez pas lors de votre prospection : vous allez devoir faire face aux objections de vos prospects. Voici comment y r\u00e9pondre de la meilleure mani\u00e8re qui soit.<\/p>\n","protected":false},"author":1,"featured_media":1985,"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":[7],"tags":[143,142,12],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Objections de vos prospects : comment y r\u00e9pondre ?\u00a0<\/title>\n<meta name=\"description\" content=\"La prospection commerciale n&#039;est pas de tout repos. 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