{"id":275,"date":"2025-05-20T16:19:41","date_gmt":"2025-05-20T16:19:41","guid":{"rendered":"https:\/\/jawad.sn\/?page_id=275"},"modified":"2025-06-26T15:03:06","modified_gmt":"2025-06-26T15:03:06","slug":"performance-commerciale","status":"publish","type":"page","link":"https:\/\/jawad.sn\/index.php\/performance-commerciale\/","title":{"rendered":"PERFORMANCE COMMERCIALE"},"content":{"rendered":"\t\t
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PERFORMANCE COMMERCIALE<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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Objectif de la formation<\/b><\/em><\/span><\/p>

D\u00e9velopper les comp\u00e9tences, les techniques et les comportements cl\u00e9s pour am\u00e9liorer l\u2019efficacit\u00e9 commerciale, optimiser le cycle de vente, fid\u00e9liser les clients et contribuer durablement \u00e0 la croissance du chiffre d\u2019affaires.<\/span><\/p>

\u00a0\u00c0 l\u2019issue de l\u2019atelier, les participants seront capables de:<\/span><\/p>

  • Ma\u00eetriser les fondamentaux de la vente<\/span><\/li>
  • Optimiser le cycle de vente<\/span><\/li>
  • D\u00e9velopper une posture commerciale orient\u00e9e client<\/span><\/li>
  • Fid\u00e9liser et d\u00e9velopper le portefeuille client<\/span><\/li>
  • Adopter une d\u00e9marche proactive et strat\u00e9gique\u00a0<\/span><\/li>
  • Accro\u00eetre la performance individuelle et collective<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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    Public cible<\/b>\u00a0<\/span><\/em><\/span><\/p>

    • Commerciaux<\/span><\/li>
    • Responsable commercial<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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      Techniques de vente et closing<\/b><\/span><\/h4>
      • Les fondamentaux de la relation client : \u00e9coute active, questionnement, reformulation<\/span><\/li>
      • Les \u00e9tapes cl\u00e9s de l\u2019entretien de vente\u00a0<\/span><\/li>
      • D\u00e9tection des besoins et personnalisation de l\u2019offre<\/span><\/li>
      • Argumentation commerciale efficace<\/span><\/li>
      • Traitement des objections avec assurance<\/span><\/li>
      • Techniques de n\u00e9gociation orient\u00e9es r\u00e9sultats<\/span>
        <\/span>Strat\u00e9gies de <\/span>closing<\/b> : savoir conclure au bon moment et de la bonne mani\u00e8re<\/span><\/li>
      • Fid\u00e9lisation post-vente et suivi client<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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        N\u00e9gociation commerciale<\/b><\/span><\/h4>
        • Les principes fondamentaux de la n\u00e9gociation commerciale<\/span><\/li>
        • Pr\u00e9paration strat\u00e9gique : analyse des enjeux, objectifs, marges de man\u0153uvre<\/span><\/li>
        • Identification des profils d\u2019acheteurs et adaptation du discours<\/span><\/li>
        • Techniques d\u2019argumentation et de persuasion<\/span><\/li>
        • Gestion des tensions et traitement des objections<\/span><\/li>
        • Tactiques et contre-tactiques de n\u00e9gociation<\/span>
          <\/span>Recherche du compromis et construction d\u2019un accord durable<\/span>
          <\/span>Cl\u00f4ture d\u2019une n\u00e9gociation et formalisation des engagement<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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          Vente complexe et vente consultative<\/b><\/span><\/h4>
          • Caract\u00e9ristiques et enjeux de la vente complexe<\/span><\/li>
          • Analyse du cycle de d\u00e9cision et des parties prenantes (cartographie des acteurs)<\/span><\/li>
          • D\u00e9tection des besoins explicites et implicites<\/span><\/li>
          • Construction d\u2019une offre \u00e0 valeur ajout\u00e9e (approche solution)<\/span><\/li>
          • Posture de conseil : \u00e9coute active, diagnostic, co-construction<\/span><\/li>
          • Influence et strat\u00e9gie d\u2019alignement avec les enjeux clients<\/span><\/li>
          • Gestion du temps long : relances, maintien de l\u2019int\u00e9r\u00eat, pilotage du cycle<\/span><\/li>
          • Conclusion de la vente et accompagnement post-signature<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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            Prospection digitale et d\u00e9veloppement commercial<\/b><\/span><\/h4>
            • \u00c9volution des pratiques commerciales \u00e0 l\u2019\u00e8re du digital<\/span><\/li>
            • D\u00e9finir une strat\u00e9gie de prospection multicanale (emailing, r\u00e9seaux sociaux, phoning, etc.)<\/span><\/li>
            • Utiliser LinkedIn pour identifier, cibler et entrer en contact avec des prospects<\/span><\/li>
            • Mettre en place une d\u00e9marche d\u2019inbound et d\u2019outbound marketing<\/span><\/li>
            • Cr\u00e9ation de messages d\u2019approche percutants et personnalis\u00e9s<\/span><\/li>
            • Outils num\u00e9riques pour la prospection (CRM, automatisation, outils de veille)<\/span><\/li>
            • Suivi des leads et mesure de la performance commerciale digitale<\/span><\/li>
            • Int\u00e9gration de la prospection digitale dans le cycle global de vente<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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              Fid\u00e9lisation et relation client<\/b><\/span><\/h4>
              • Comprendre les enjeux strat\u00e9giques de la fid\u00e9lisation<\/span><\/li>
              • Identifier les attentes et les comportements des clients<\/span><\/li>
              • Cr\u00e9er une relation de confiance et de proximit\u00e9<\/span><\/li>
              • D\u00e9velopper une communication client positive et personnalis\u00e9e<\/span><\/li>
              • G\u00e9rer les situations d\u00e9licates et les r\u00e9clamations avec professionnalisme<\/span><\/li>
              • Mettre en place des actions de fid\u00e9lisation efficaces (programmes, services, suivi)<\/span><\/li>
              • Utiliser les outils digitaux pour entretenir la relation (CRM, emailings, enqu\u00eates)<\/span><\/li>
              • Mesurer la satisfaction client et ajuster sa strat\u00e9gie relationnelle<\/span><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

                PERFORMANCE COMMERCIALE Objectif de la formation D\u00e9velopper les comp\u00e9tences, les techniques et les comportements cl\u00e9s pour am\u00e9liorer l\u2019efficacit\u00e9 commerciale, optimiser le cycle de vente, fid\u00e9liser les clients et contribuer durablement \u00e0 la croissance du chiffre d\u2019affaires. \u00a0\u00c0 l\u2019issue de l\u2019atelier, les participants seront capables de: Ma\u00eetriser les fondamentaux de la vente Optimiser le cycle de […]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"ocean_post_layout":"","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"","ocean_second_sidebar":"","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"","ocean_custom_header_template":"","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"","ocean_menu_typo_font_family":"","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"","footnotes":""},"class_list":["post-275","page","type-page","status-publish","hentry","entry"],"yoast_head":"\nBoostez 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