{"id":6749,"date":"2023-09-29T14:25:02","date_gmt":"2023-09-29T12:25:02","guid":{"rendered":"http:\/\/bvg-conseil.com\/?page_id=6749"},"modified":"2023-09-29T23:48:41","modified_gmt":"2023-09-29T21:48:41","slug":"fiche-recette-animer-reunion-commerciale","status":"publish","type":"page","link":"https:\/\/lesrubbens.info\/bvg\/fiche-recette-animer-reunion-commerciale\/","title":{"rendered":"FICHE RECETTE : Animer une r\u00e9union commerciale\u00a0: commencer par la purge\u00a0!"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"6749\" class=\"elementor elementor-6749\" data-elementor-post-type=\"page\">\n\t\t\t\t<div class=\"aux-parallax-section elementor-element elementor-element-a690c4e e-flex e-con-boxed e-con e-parent\" data-id=\"a690c4e\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-a036d69 e-con-full e-flex e-con e-child\" data-id=\"a036d69\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-725035b elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-divider\" data-id=\"725035b\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;none&quot;}\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<i aria-hidden=\"true\" class=\"auxicon auxicon-heart-2\"><\/i><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-df896a1 elementor-widget elementor-widget-heading\" data-id=\"df896a1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Animer une r\u00e9union commerciale\u00a0: commencer par la purge\u00a0!<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-64f9db9 elementor-widget-divider--view-line_icon elementor-view-default elementor-widget-divider--element-align-center elementor-widget elementor-widget-divider\" data-id=\"64f9db9\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_animation&quot;:&quot;none&quot;}\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon elementor-divider__element\">\n\t\t\t\t\t<i aria-hidden=\"true\" class=\"auxicon auxicon-heart-2\"><\/i><\/div>\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\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<div class=\"aux-parallax-section elementor-element elementor-element-52d9b3f e-flex e-con-boxed e-con e-parent\" data-id=\"52d9b3f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-aa5434a e-con-full e-flex e-con e-child\" data-id=\"aa5434a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-96e2bad elementor-widget elementor-widget-spacer\" data-id=\"96e2bad\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\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<div class=\"aux-parallax-section elementor-element elementor-element-25800a3 e-flex e-con-boxed e-con e-parent\" data-id=\"25800a3\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-ddbfc67 elementor-widget elementor-widget-heading\" data-id=\"ddbfc67\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">L\u2019animation des r\u00e9unions : \u00ab\u00a0Structurer pour convaincre\u00a0\u00bb<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a57f0fc elementor-widget elementor-widget-spacer\" data-id=\"a57f0fc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7531ab6 elementor-widget elementor-widget-heading\" data-id=\"7531ab6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Pourquoi des r\u00e9unions commerciales ?<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3ed74cb elementor-widget elementor-widget-spacer\" data-id=\"3ed74cb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ffcabe9 elementor-widget elementor-widget-text-editor\" data-id=\"ffcabe9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li>Pour \u00e9conomiser du temps et de l\u2019argent en groupant les messages<\/li><li>Pour assurer l\u2019unicit\u00e9 des messages<\/li><li>Pour relancer la motivation de chacun (passage aux stands)<\/li><li>Pour cr\u00e9er de la coh\u00e9sion au sein de l\u2019\u00e9quipe<\/li><li>Pour \u00ab sentir \u00bb son \u00e9quipe<\/li><li>Pour surveiller la concurrence<\/li><li>Pour s\u2019imposer comme leader incontest\u00e9<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-391560c elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"391560c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-650aeeb elementor-widget elementor-widget-heading\" data-id=\"650aeeb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">La structure<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f4ffd89 elementor-widget elementor-widget-spacer\" data-id=\"f4ffd89\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ed7252c e-con-full e-flex e-con e-child\" data-id=\"ed7252c\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e408cb4 elementor-widget elementor-widget-html\" data-id=\"e408cb4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<style>\r\n*, ::before, ::after {\r\n    box-sizing: border-box;\r\n    margin: 0;\r\n    padding: 0;\r\n}\r\n\r\n.btn {\r\n    width:100%;\r\n    font-family: Roboto;\r\n    display: block;\r\n    margin: 10px auto 10px;\r\n    font-size: 15px;\r\n    color: #333;\r\n    padding: 10px 20px;\r\n    background: #ffd17b;\r\n    outline: none;\r\n    border: 1px black solid;\r\n    cursor: pointer;\r\n    border-radius: 20px;\r\n    position: relative;\r\n    box-shadow: 3px 6px  #333;\r\n}\r\n .btn:hover {\r\n    box-shadow: 2px 4px  #333;\r\n    top: 2px;\r\n} \r\n.btn:active {\r\n    box-shadow: inset 3px 3px 1px 1px #333;\r\n    top: 6px;\r\n}\r\n<\/style>\r\n\r\n<script>\r\n    function changeTexte(bouton){\r\n        titre=document.getElementById(\"DIV-\"+bouton);\r\n        container=document.getElementById(\"container\");\r\n        container.innerHTML=titre.innerHTML;\r\n    }\r\n<\/script>\r\n\r\n\r\n<body>\r\n<button class=\"btn\" id=\"PREPARER\" type=\"button\" onclick=\"changeTexte(this.id)\">SE PREPARER<\/button>\r\n<button class=\"btn\" id=\"PURGER\" type=\"button\" onclick=\"changeTexte(this.id)\">PURGER<\/button>\r\n<button class=\"btn\" id=\"VALIDER\" type=\"button\" onclick=\"changeTexte(this.id)\">VALIDER LA SITUATION<\/button>\r\n<button class=\"btn\" id=\"DEVELOPPER\" type=\"button\" onclick=\"changeTexte(this.id)\">DEVELOPPER<\/button>\r\n<button class=\"btn\" id=\"ENTRAINER\" type=\"button\" onclick=\"changeTexte(this.id)\">ENTRAINER<\/button>\r\n<button class=\"btn\" id=\"ENVOYER\" type=\"button\" onclick=\"changeTexte(this.id)\">ENVOYER<\/button>\r\n<\/body>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d11656e elementor-widget elementor-widget-html\" data-id=\"d11656e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div id=\"container\" style=\"width:800px;\">\r\n<h4 style=\"text-align:center; border:2px solid black; border-radius:20px;width:80%; margin: 10px auto 15px; background-color:silver; box-shadow: 5px 5px 15px #000000;\">Se pr\u00e9parer \u00ab 80% de la r\u00e9ussite \u00bb<\/h4>\r\n<ul style=\"border:2px solid black; border-radius:10px;height:450px\">\r\n \t<li><span style=\"text-decoration: underline;\"><strong>Pr\u00e9liminaires<\/strong><\/span>\r\n<ul>\r\n \t<li>Se fixer des objectifs pr\u00e9cis<\/li>\r\n \t<li>Choisir les participants<\/li>\r\n \t<li>Fixer la dur\u00e9e (pr\u00e9voir 25% en plus)<\/li>\r\n \t<li>Choisir moment (calendrier annuel) et lieu (si\u00e8ge ou usine ou surprise)<\/li>\r\n \t<li>Envoyer Ordre du jour :1 semaine avant au plus tard<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li><span style=\"text-decoration: underline;\"><strong>Pr\u00e9paration technique<\/strong><\/span>\r\n<ul>\r\n \t<li>Pour chaque sujet, pr\u00e9parer les caract\u00e9ristiques du message puis les avantages pour l\u2019auditoire et pr\u00e9parer les objections.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li><span style=\"text-decoration: underline;\"><strong>Pr\u00e9paration de la forme<\/strong><\/span>\r\n<ul>\r\n \t<li>Construire pr\u00e9cis\u00e9ment Introduction et Conclusion<\/li>\r\n \t<li>R\u00e9diger fiches et sc\u00e9nario (copie des slides + annotations)<\/li>\r\n \t<li>Pr\u00e9paration mat\u00e9rielle (salle, mat\u00e9riel\u2026)<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n<\/div>\r\n\r\n<div id=\"DIV-PREPARER\" style=\"display:none;\">\r\n<h4 style=\"text-align:center; border:2px solid black; border-radius:20px;width:80%; margin: 10px auto 15px; background-color:silver; box-shadow: 5px 5px 15px #000000;\">Se pr\u00e9parer \u00ab 80% de la r\u00e9ussite \u00bb<\/h4>\r\n<ul style=\"border:2px solid black; border-radius:10px;height:450px;\">\r\n \t<li><span style=\"text-decoration: underline;\"><strong>Pr\u00e9liminaires<\/strong><\/span>\r\n<ul>\r\n \t<li>Se fixer des objectifs pr\u00e9cis<\/li>\r\n \t<li>Choisir les participants<\/li>\r\n \t<li>Fixer la dur\u00e9e (pr\u00e9voir 25% en plus)<\/li>\r\n \t<li>Choisir moment (calendrier annuel) et lieu (si\u00e8ge ou usine ou surprise)<\/li>\r\n \t<li>Envoyer Ordre du jour :1 semaine avant au plus tard<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li><span style=\"text-decoration: underline;\"><strong>Pr\u00e9paration technique<\/strong><\/span>\r\n<ul>\r\n \t<li>Pour chaque sujet, pr\u00e9parer les caract\u00e9ristiques du message puis les avantages pour l\u2019auditoire et pr\u00e9parer les objections.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li><span style=\"text-decoration: underline;\"><strong>Pr\u00e9paration de la forme<\/strong><\/span>\r\n<ul>\r\n \t<li>Construire pr\u00e9cis\u00e9ment Introduction et Conclusion<\/li>\r\n \t<li>R\u00e9diger fiches et sc\u00e9nario (copie des slides + annotations)<\/li>\r\n \t<li>Pr\u00e9paration mat\u00e9rielle (salle, mat\u00e9riel\u2026)<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n<\/div>\r\n\r\n<div id=\"DIV-PURGER\" style=\"display:none;\">\r\n<h4 style=\"text-align:center; border:2px solid black; border-radius:20px;width:80%; margin: 10px auto 15px; background-color:silver; box-shadow: 5px 5px 15px #000000;\">Purger<\/h4>\r\n<ul style=\"border:2px solid black; border-radius:10px;height:450px;\">\r\n \t<li><strong><span style=\"color: #ff0000;\">Permettre \u00e0 chaque vendeur<\/span><\/strong>\r\n<ul>\r\n \t<li>de \"se vider\"\u2026, de r\u00e9p\u00e9ter ce qu\u2019il a entendu de \"d\u00e9sagr\u00e9able\", chez les clients depuis la derni\u00e8re r\u00e9union.<\/li>\r\n \t<li>Lui donner l\u2019opportunit\u00e9 de s\u2019exprimer, de remplir son r\u00f4le de vigile.<\/li>\r\n \t<li>Lui donner la parole, \u00e0 lui qui re\u00e7oit en permanence des ordres, consignes et injonctions!<\/li>\r\n \t<li>Le prendre au s\u00e9rieux , le consid\u00e9rer, en faire un acteur \u00e0 part enti\u00e8re de l\u2019activit\u00e9 commerciale.<\/li>\r\n<\/ul>\r\n<\/li>\r\n \t<li><span style=\"color: #ff0000;\"><strong>Permettre au manager<\/strong><\/span>\r\n<ul>\r\n \t<li>d\u2019entendre ce qui se dit sur le terrain, de comprendre les difficult\u00e9s rencontr\u00e9es quotidiennement, de rester\r\ncentr\u00e9 sur les moyens en analysant leur fondement<\/li>\r\n \t<li>Lui donner l\u2019opportunit\u00e9 de voir et sentir le moral de chacun\r\nde ses collaborateurs.<\/li>\r\n \t<li>Lui donner l\u2019occasion de r\u00e9expliquer, de redire, de revenir sur lesfondamentaux, de re-convaincre.<\/li>\r\n \t<li>Lui donner le temps de s\u00e9vir , de rejeter les fausses barbes,\r\nde confirmer la strat\u00e9gie de l\u2019entreprise.<\/li>\r\n \t<li>Lui donner le temps de sentir la concurrence.<\/li>\r\n<\/ul>\r\n<\/li>\r\n<\/ul>\r\n<\/div>\r\n\r\n<div id=\"DIV-VALIDER\" style=\"display:none;\">\r\n\t<h4 style=\"text-align:center; border:2px solid black; border-radius:20px;width:80%; margin: 10px auto 15px; background-color:silver; box-shadow: 5px 5px 15px #000000;\">Valider la situation, argumenter, agir<\/h4>\r\n\t<ul style=\"border:2px solid black; border-radius:10px;height:450px;\">\r\n\t\t<li><span style=\"text-decoration: underline;\"><strong>Valider la situation<\/strong><\/span> pour obtenir des \u00ab oui \u00bb\r\n\t\t\t<ul>\r\n\t\t\t\t<li>Reprendre les \u00e9l\u00e9ments du contexte, les raisons qui justifient l\u2019action(s) men\u00e9e(s)<\/li>\r\n\t\t\t\t<li>Rappeler les enjeux et les risques, avec des faits, des chiffres et des d\u00e9monstrations<\/li>\r\n\t\t\t<\/ul>\r\n\t\t<\/li>\r\n\t\t<li><span style=\"text-decoration: underline;\"><strong>Argumenter<\/strong><\/span>\r\n\t\t\t<ul>\r\n\t\t\t\t<li>Redire sa strat\u00e9gie<\/li>\r\n\t\t\t\t<li>Red\u00e9velopper l\u2019argumentation<\/li>\r\n\t\t\t\t<li>Rappel des avantages d\u00e9cisifs vis\u00e9s<\/li>\r\n\t\t\t\t<li>Re-chiffrer<\/li>\r\n\t\t\t\t<li>Rejeter les avis contraires-Prendre en compte les r\u00e9actions de la concurrence<\/li>\r\n\t\t\t\t<li>Ajuster les moyens si n\u00e9cessaire<\/li>\r\n\t\t\t<\/ul>\r\n\t\t<\/li>\r\n\t\t<li><span style=\"text-decoration: underline;\"><strong> Agir<\/strong><\/span>\r\n\t\t\t<ul>\r\n\t\t\t\t<li>Verrouiller le plan d\u2019actions avec des \u00e9ch\u00e9ances pr\u00e9cises<\/li>\r\n\t\t\t\t<li>Obtenir un accord de l\u2019auditoire<\/li>\r\n\t\t\t<\/ul>\r\n\t\t<\/li>\r\n\t<\/ul>\r\n<\/div>\r\n<div id=\"DIV-DEVELOPPER\" style=\"display:none;\">\r\n<h4 style=\"text-align:center; border:2px solid black; border-radius:20px;width:80%; margin: 10px auto 15px; background-color:silver; box-shadow: 5px 5px 15px #000000;\">D\u00e9velopper<\/h4>\r\n<ul style=\"border:2px solid black; border-radius:10px;height:450px;\">\r\n \t<li>Pr\u00e9senter les objectifs nouveaux: montrer que l\u2019entreprise a travaill\u00e9 depuis la derni\u00e8re r\u00e9union<\/li>\r\n \t<li>Int\u00e9grer les travaux coordonn\u00e9s de la recherche et d\u00e9veloppement et du Marketing.<\/li>\r\n \t<li>Int\u00e9grer les r\u00e9actions du march\u00e9 , des clients, de la concurrence.<\/li>\r\n \t<li>Expliquer les projets nouveaux , les op\u00e9rations nouvelles, les actions nouvelles.<\/li>\r\n \t<li>Donner confiance aux commerciaux , leur montrer que l\u2019entreprise est aux \u00ab\u00a0commandes\u00a0\u00bb, leur prouver que ce qu\u2019ils ont dit lors de la r\u00e9union pr\u00e9c\u00e9dente a \u00e9t\u00e9 pris en compte.<\/li>\r\n \t<li>Prendre le temps d\u2019expliquer , de d\u00e9montrer, de convaincre du bien fond\u00e9 des actions \u00e0 mener.<\/li>\r\n<\/ul><\/div>\r\n<div id=\"DIV-ENTRAINER\" style=\"display:none;\">\r\n<h4 style=\"text-align:center; border:2px solid black; border-radius:20px;width:80%; margin: 10px auto 15px; background-color:silver; box-shadow: 5px 5px 15px #000000;\">Entra\u00eener<\/h4>\r\n\r\n<ul style=\"border:2px solid black; border-radius:10px;height:450px;\">\r\n    <p><span style=\"text-decoration: underline;\"><strong>Objectif :<\/strong><\/span> Faire en sorte que chacun s\u2019approprie les d\u00e9cisions et objectifs nouveaux<\/p>\r\n \t<li>Pratiquer des jeux de r\u00f4les , faire en sorte que tous les vendeurs s\u2019approprient les raisonnements et leurs contenus<\/li>\r\n \t<li>Donner envie de se d\u00e9passer et de se battre contre les concurrents<\/li>\r\n \t<li>Donner de l\u2019\u00e9lan , transmettre ses convictions , enthousiasmer,(la forme est extr\u00eamement importante-il n\u2019y a plus de place pour le doute, ni pour le d\u00e9couragement)<\/li>\r\n \t<li>Mobiliser les esprits, marquer les raisonnements par des expressions fortes et facilement m\u00e9morisables (chaque vendeur doit \u00eatre au mieux de sa capacit\u00e9 \u00e0 argumenter pendant l\u2019intervalle de temps qui s\u2019\u00e9coulera d\u2019ici la prochaine r\u00e9union)<\/li>\r\n<\/ul>\r\n<\/div>\r\n<div id=\"DIV-ENVOYER\" style=\"display:none;\">\r\n<h4 style=\"text-align:center; border:2px solid black; border-radius:20px;width:80%; margin: 10px auto 15px; background-color:silver; box-shadow: 5px 5px 15px #000000;\">Envoyer<\/h4>\r\n<ul style=\"border:2px solid black; border-radius:10px;height:450px;\">\r\n    <p><span style=\"text-decoration: underline;\"><strong>Objectif :<\/strong><\/span> Donner de l'\u00e9lan<\/p>\r\n \t<li>Communiquer un engouement v\u00e9ritable devant les choix et moyens retenus.<\/li>\r\n \t<li>Redire toute sa confiance \u00e0 l\u2019\u00e9gard des vendeurs (collective) pour mener \u00e0 bien les challenges.<\/li>\r\n \t<li>Redire que l\u2019on a entendu les objections, que l\u2019entreprise travaille \u00e0 les aplanir.<\/li>\r\n \t<li>Conforter l\u2019esprit d\u2019\u00e9quipe, chacun doit partir en se sentant appartenir \u00e0 une vraie \u00e9quipe.<\/li>\r\n \t<li>Induire une forme d\u2019invuln\u00e9rabilit\u00e9 dans l\u2019esprit de chacun.<\/li>\r\n \t<li>Remercier pour participation \u2013 laisser un souvenir, un cadeau. 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elementor-size-default\">Non verbal : \u00ab&nbsp;Le corps parle avant les mots&nbsp;\u00bb<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d843cd elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"5d843cd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li><strong>Regard<\/strong><ul><li>Etablir la communication, maintenir l\u2019attention<\/li><li>Observer les r\u00e9actions<\/li><li>Montrer de l\u2019assurance, convaincre<\/li><\/ul><\/li><li><strong>Attitude<\/strong><ul><li>Visage expressif<\/li><li>Position (stable, face au groupe\u2026)<\/li><li>Varier les attitudes<\/li><\/ul><\/li><li><strong>Gestes : \u00eatre naturel<\/strong><ul><li>Bras: calme, mouvements amples<\/li><li>Mains: expressives, ouvertes (jamais serr\u00e9es, pas d\u2019objet)<\/li><\/ul><\/li><li><strong>Tenue : l\u2019habit fait le moine<\/strong><ul><li>Adapt\u00e9e au groupe, sobre.<\/li><li>Attention: chaussures et objet visible<\/li><\/ul><\/li><li><p><b>Silences<\/b><b> : en abuser\u2026<\/b><\/p><ul><li><p><b><\/b>Souligne les messages cl\u00e9s<\/p><\/li><li><p>Facilite la compr\u00e9hension<\/p><\/li><li><p>Laisse du temps pour r\u00e9fl\u00e9chir<\/p><\/li><li><p>Laisse du temps pour obtenir le silence<\/p><\/li><li><p>Laisse du temps pour capter l\u2019attention<\/p><\/li><\/ul><\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d67d441 elementor-widget elementor-widget-heading\" data-id=\"d67d441\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">Verbal : \u00ab\u00a0de la simplicit\u00e9\u00a0\u00bb<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0f3f2bf elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"0f3f2bf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li><strong>Mots :<\/strong><ul><li>Clairs, courts, simples<\/li><li>Pr\u00e9cis<\/li><li>Evocateurs<\/li><\/ul><\/li><li><strong>Techniques<\/strong> : Assurer la compr\u00e9hension, renforcer la m\u00e9morisation, maintenir l\u2019attention<ul><li>S\u2019appuyer sur des exemples<\/li><li>Comparaison<\/li><li>T\u00e9moignage \/ Raconter une histoire<\/li><li>Frapper l\u2019imagination<\/li><li>Associer les auditeurs<\/li><li>Question rh\u00e9torique (poser une question et y r\u00e9pondre)<\/li><li>Slogans \/ formules<\/li><li>Citations<\/li><li>Utilisations de supports<\/li><li>L\u2019expression orale<\/li><li>Parler fort, articuler<\/li><li>Varier ton et d\u00e9bit<\/li><li>Mettre de la conviction dans ses propos<\/li><\/ul><\/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\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Animer une r\u00e9union commerciale\u00a0: commencer par la purge\u00a0! L\u2019animation des r\u00e9unions : \u00ab\u00a0Structurer pour convaincre\u00a0\u00bb Pourquoi des r\u00e9unions commerciales ? Pour \u00e9conomiser du temps et de l\u2019argent en groupant les messages Pour assurer l\u2019unicit\u00e9 des messages Pour relancer la motivation de chacun (passage aux stands) Pour cr\u00e9er de la coh\u00e9sion au sein de l\u2019\u00e9quipe Pour [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-6749","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>FICHE RECETTE : Animer une r\u00e9union commerciale\u00a0: commencer par la purge\u00a0! - M<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/lesrubbens.info\/bvg\/fiche-recette-animer-reunion-commerciale\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"FICHE RECETTE : Animer une r\u00e9union commerciale\u00a0: commencer par la purge\u00a0! - M\" \/>\n<meta property=\"og:description\" content=\"Animer une r\u00e9union commerciale\u00a0: commencer par la purge\u00a0! 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