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Pré-Conclure en Marketing Relationnel: Obtenir un Oui Avant la Présentation
Paperback
Publisher Price: $12.95
ISBN13: 9781948197557
Publisher: Fortune Network Publishing Inc
Published: Jan 22 2020
Pages: 156
Weight: 0.41
Height: 0.33 Width: 5.50 Depth: 8.50
Language: French
Aucun stress. Aucun rejet. Et beaucoup plus de plaisir.
Découvrez comment amener les prospects à prendre une décision « positive dès le départ... avant même de débuter la présentation !
Conclure à la fin de nos présentations génère du stress, tant pour nous que pour nos prospects. On déteste devoir mettre la pression pour obtenir une décision finale à la fin de nos présentations. On peut maintenant attaquer notre présentation avec assurance sans avoir à mettre la pression sur nos prospects pour tenter de les convaincre. Pourquoi ? Parce que nos prospects désirent déjà ce qu'on s'apprête à leur offrir.
Obtenir une décision « positive dès le départ est tout à fait logique. Pourquoi voudrait-on présenter notre opportunité ou nos produits à des prospects ne manifestant aucun intérêt ? Si par contre leur intérêt a d'abord été validé, alors nos prospects vont adorer chaque détail de notre présentation.
Pré-conclure est une chose naturelle. On prend la décision finale d'aller voir un film avant d'avoir vu le film. On prend la décision finale de manger au restaurant avant de regarder le menu. Il en va de même pour nos présentations de vente. Les prospects décident d'abord s'ils veulent notre entreprise ou notre produit, avant de voir nos faits, caractéristiques et bénéfices.
Alors plutôt que de vendre notre faits, caractéristiques et bénéfices, adressons-nous à nos prospects d'une façon qui leur est agréable. On peut maintenant obtenir une décision « positive dès le départ, de sorte que le reste de notre présentation devienne un jeu d'enfant.
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