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PROSPECTION COMMERCIALE
image1 image2 image3 image4 image5

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Contact

05 62 24 11 60

info@km-bc.com

COACHING INDIVIDUEL

Performance commerciale

PROSPECTION COMMERCIALE

Cibler ses actions pour accroître ses ventes et ses marges

Moins de 30 % en face à face client ! C’est le pourcentage moyen de temps consacré par les commerciaux itinérants à cette activité à haute valeur ajoutée pour la vente. D'où l'importance de bien cibler et définir ses actions commerciales auprès des clients et prospects à haute valeur ajoutée pour atteindre ses objectifs commerciaux.

Cette formation propose une méthode concrète et efficace pour construire et piloter son plan d'actions commerciales. Elle agit comme un véritable accélérateur de résultats.

Le programme de la formation

1 Bâtir son plan de prospection commerciale :

  • Définir sa stratégie : ciblage
  • Choisir ses priorités et
  • Définir ses objectifs.

2 Obtenir des rendez-vous qualifiés

  • Exploiter les fichiers : les principes clés, Internet.
  • Mailing, phoning, approche directe, réunions clients :
    • avantages et limites.
  • Prendre des rendez-vous :
    • franchir les barrages ;
    • répondre aux objections ;
    • verrouiller le rendez-vous.

3 Gagner la confiance du prospect

  • Préparer une visite
  • Définir l'objectif adapté.
  • Favoriser le contact par des comportements appropriés.
  • Démontrer sa capacité d'écoute pour instaurer la confiance.

4 Réussir l'entretien prospect, même dans les cas difficiles

  • Susciter l'intérêt du prospect : les stratégies de questionnement gagnantes.
  • Engager vers l'action :
    • argumenter pour convaincre.
  • Les cas difficiles :
    • réticence, agressivité, silence…

5 Exercer un suivi efficace, "rester dans le paysage"

  • Organiser et faciliter le suivi avec des outils simples.
  • Faire de chaque client un apporteur d'affaires.

6 Optimiser ses actions commerciales et mesurer leur efficacité

  • Sélectionner les indicateurs pertinents.
  • Analyser le portefeuille en fonction de la stratégie commerciale.
  • Les tableaux de bord.

PUBLIC CONCERNE: Commercial, ingénieur commercial, chargé d'affaires, chef d’entreprise, entrepreneur

METHODE PEDAGOGIQUE: Alternance d’apports théoriques et pratiques

OJECTIF: Mettre en place un plan d'Actions Commerciales, identifier les segments de clients à cibler en priorité, s'approprier des méthodes ou moyens pour agir, bâtir et formaliser le plan d'actions commerciales, mesurer l'efficacité de ses actions commerciales.

DUREE: 3 JOURS

LIEU: Toulouse    

 

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