Vaincre les objections des clients
Techniques de réfutation et réponses aux 75 objections les plus fréquentes
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Vaincre les objections des clients
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Narrated by:
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François Nuyttens
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By:
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Michaël Aguilar
About this listen
" Vous êtes trop cher ", " Cela ne m’intéresse pas ", " Je vais réfléchir ", " Laissez-moi tranquille, j’ai horreur d’être démarché par téléphone ", " Votre société est trop jeune "...
Autant d’objections qui peuvent faire capoter une vente. Comment y répondre ?
Michaël Aguilar vous livre tous ses conseils et techniques pour vaincre efficacement les réfutations et conclure une vente avec succès.
Vous découvrirez dans cet ouvrage :
- Les différentes familles d’objections et les règles de la réfutation (conseils, pièges à éviter, comportements à adopter, bases du langage non verbal) ;
- Comment adapter votre technique de réfutation au profil psychologique de votre client ;
- Comment surmonter les 64 objections classiques et vaincre les 11 objections de prix.
Cette 5e édition, entièrement revue et enrichie de nouvelles objections, offre des conseils opérationnels et des exemples concrets pour maîtriser l’art de la réfutation. Que vous soyez commercial, négociateur, ingénieur d’affaires, chef d’entreprise ou consultant, cet ouvrage est un véritable outil de coaching pour vous perfectionner dans la négociation et la vente.
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