COMMENT BIEN DETERMINER LES BESOINS DE NOS CLIENTS?

Mon expérience personnelle m’a souvent démontré qu’un grand nombre de commerciaux ne savaient pas déterminer et définir les besoins de leurs clients avec précision et donc ne pouvaient pas adapter une stratégie commerciale cohérente qui répondait parfaitement à ces besoins.

Beaucoup de « vendeurs » ne font que répondre aux désirs, aux souhaits et aux choix de leurs clients. Mais pourquoi ne cherchent ils pas à en savoir plus ?, à questionner la personne afin d’avoir plus d’informations et donc plus d’outils leurs permettant de vendre mieux ?

Grand nombre d’enseignes appellent leurs salariés des « conseillers ». Personnellement j’en ai très peu rencontrés. Ils ne font que justifier mes choix et mes envies. Rarement ils chercheront à aller plus loin.

Vous me dites, alors , comment faire ? Comment mieux connaitre son client ? Comment améliorer mes ventes ?

Tout d’abord il est nécessaire de distinguer, les attentes, les souhaits et les besoins du client.
Ce que recherche le client n’est peut être pas la meilleure solution pour répondre à son attente. En revanche ce que veux et désir le client est sans aucun doute la réponse à son besoin. 

Ce que le client souhaite est bien souvent un moteur plus fort que ce dont il a besoin. Cela devient plus clair lorsque vous écoutez vos clients et leur demandez de vous dire pourquoi ils veulent ce qu’ils veulent. Généralement, ils ont un désir ardent d’obtenir ce qu’ils veulent, et veulent juste que vous leur montriez comment l’obtenir.
Jorge Baba, Game-Changer

Les besoins de nos clients sont limités, mais leurs désirs sont illimités, alors profitez en. Pourquoi s’arrêter uniquement à ce que veux le client ?

Ne serait il pas intéressant d’aller plus loin ?

Tout simplement en discutant et en écoutant les personnes. 
Trop de vendeurs veulent vendre ce qu’ils ont décidés ou ce que le client à décidé pour eux. Faire l’inverse ne serait-il pas plus judicieux et aussi meilleur pour le chiffre d’affaires ?

Une écoute active est primordiale. C’est le client qui doit parler le plus dans une relation commerciale. Le Conseiller est là pour écouter et retenir ce que son client lui raconte. Car, oui, votre client vous raconte une histoire. Son Histoire. Et elle est importante. Intéressez vous à lui. 

Lors de ce dialogue (et non pas monologue du vendeur) des tonnes d’informations intéressantes vous seront données. Prenez celles qui vous semblent intéressantes pour votre vente. Et si un point n’est pas clair pour vous, revenez dessus.

Soyez actifs et réactifs. Sachez prendre le meilleur de cette relation commerciale. 

Soyez curieux de votre client.

Quand une personne rentre dans votre boutique ou lorsque vous rencontrez une personne qui a acceptez votre rendez vous, c’est que quelque part ce prospect trouve un intérêt à votre produit. Quelque part ce prospect à déjà ouvert ces chakras. Il est ouvert et intéressé. Il veut en savoir plus. Voire mieux, il est décidé à acheter.

Et nombre de vendeurs loupent cette opportunité. Quel dommage !!!

Posez les bonnes questions…

Sachez accueillir votre client. Soyez souriant et dynamique.
Ne rentrez pas directement dans le vif du sujet. Tentez une approche originale.
Le « je peux vous aider ? » ou encore « vous cherchez quelque chose ? » sont tellement communs et mal appropriés. Je n’ai pas besoin d’aide lorsque je rentre dans un magasin et bien évidemment que je cherche un produit, je ne rentre pas dans un commerce si je n’y trouve pas d’intérêt.

Une fois cette étape passée, c’est là que commence la découverte de votre prospect.

Dans un prochain article, j’aborderai les questions que vous devez poser et qui seront utiles à votre démarche commerciale et à la stratégie que vous aborderez avec ce futur client.

Cet article a 132 commentaires

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