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NEGOCIATION COMMERCIALE
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Contact

05 62 24 11 60

info@km-bc.com

COACHING INDIVIDUEL

Performance commerciale

NEGOCIATION COMMERCIALE

Le négociateur

Un négociateur est avant tout un bon communicateur qui sait écouter, analyser, faciliter, conseiller en faisant face à la pression des enjeux et des objectifs avec pour principales qualités : L’adaptabilité, la présence, le sens de l’écoute, la résistance au stress, la conviction, la persuasion, la disponibilité, l’honnêteté.

Empathie, reformulation, écoute active, filtres de perception, argumentation, questionnement, persuasion… : autant de méthodes et comportements incontournables auxquels le négociateur a recours dès qu’il est question de faire passer un message et de comprendre son interlocuteur.

Maîtriser les techniques de négociation est essentiel parce que ce sont elles qui développent les capacités d’adaptation à toutes les formes que la communication peut prendre au sein de l’entreprise ou auprès des clients et partenaires: entretien de management, négociation, persuasion, prise de parole…

Négocier c’est gagner en faisant gagner

La bonne négociation est fondée sur un objectif commun aux parties : trouver un accord qui préserve les intérêts de chacune et la relation à long terme entre elles. Plusieurs stratégies peuvent être adoptées, notamment en améliorant ses positions de perception et en comprenant les enjeux et avantages réciproques de deux parties. Tout ceci passe dont par une bonne préparation, une introduction gagnante, une découverte active, une présentation valorisée, un traitement d’objection approprié, une conclusion constructive impliquant et consolidant vos relations et intérêt communs.

Bon nombre de méthodes Développées à Harvard dans les années 80 par Ury et Fisher ont été étudiées, et complétées au fur et à mesure par des techniques de PNL.  Elle porte un autre regard sur la négociation avec des nouvelles stratégies révolutionnaires et largement utilisée par des experts, et des milliers de cadres et managers  formés à cette méthode.

Améliorer les techniques de vente de votre équipe.

Développer la performance commerciale de ses équipes de vente est un facteur clé pour des entreprises. Les services ou produit aussi performants soit-il doivent être vendus. Bon nombre d’entreprise conscients de cet enjeu  consacre d’importants budgets à la formation de leurs équipes commerciales. Cependant, elles sont confrontées à un obstacle majeur – le fort turn-over de ces équipes –. Afin de surmonter cet obstacle et disposer en permanence de collaborateurs performants, notre équipe cherche à optimiser les budgets de formation par un entraînement adapté aux techniques de vente nécessaire à l’amélioration de la performance commerciale. Nous mettons en place des outils et techniques efficaces permettant d’anticiper, de consolider et de suivre le développement de votre équipe au fur et à mesure.

Faites-nous part de vos besoins spécifiques en remplissant le formulaire de CONTACT

 

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