{"id":1096,"date":"2009-03-09T23:03:18","date_gmt":"2009-03-09T22:03:18","guid":{"rendered":"http:\/\/www.ziserman.com\/blog\/?p=1096"},"modified":"2009-03-09T23:26:23","modified_gmt":"2009-03-09T22:26:23","slug":"commercial-parler-ou-ecouter","status":"publish","type":"post","link":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/","title":{"rendered":"Commercial : parler ou&#8230; \u00e9couter !"},"content":{"rendered":"<p>C&rsquo;est quoi un bon commercial ?<\/p>\n<p>Simple : c&rsquo;est un gars qui ram\u00e8ne beaucoup de chiffre d&rsquo;affaires ! \ud83d\ude09<\/p>\n<p>En fait, c&rsquo;est bien vrai mais pas aussi simple :<\/p>\n<ul>\n<li>C&rsquo;est important de comprendre les techniques, les approches des uns et des autres ;<\/li>\n<li>Important aussi de mesurer la qualit\u00e9 du chiffre entr\u00e9 : un commercial qui signe n&rsquo;importe quoi risque d&rsquo;avoir peu de \u00ab\u00a0repeat business\u00a0\u00bb.<\/li>\n<\/ul>\n<p>A mon sens, <strong>un bon commercial est quelqu&rsquo;un qui a avant tout des qualit\u00e9s humaines<\/strong>, qualit\u00e9s qui lui permettent d&rsquo;\u00e9couter le client, de <strong>comprendre vraiment de quoi il a besoin<\/strong>.<\/p>\n<p>Voil\u00e0, c&rsquo;est le sens de ce petit billet : je pense que c&rsquo;est juste fondamental, cette qualit\u00e9 d&rsquo;\u00e9coute :<\/p>\n<ul>\n<li>Savoir mettre le client en confiance, pour qu&rsquo;il parle de ses projets ;<\/li>\n<li>Savoir lui poser les bonnes questions, pour bien appr\u00e9hender les diff\u00e9rentes facettes du projet ;<\/li>\n<\/ul>\n<p>Apr\u00e8s un tel travail, la suite est beaucoup plus facile :<\/p>\n<ul>\n<li>Facile de faire une r\u00e9ponse de qualit\u00e9, quand on a bien toutes les billes en main ;<\/li>\n<li>Facile c&rsquo;est tellement agr\u00e9able d&rsquo;\u00eatre vraiment \u00e9cout\u00e9.<\/li>\n<\/ul>\n<p>Savoir se taire, tout un programme !<\/p>\n<p><em>Bon, le risque, avec un tel billet, c&rsquo;est que mon prochain rendez vous commercial ou je serais trop bavard, je vais en entendre parler !<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>C&rsquo;est quoi un bon commercial ? Simple : c&rsquo;est un gars qui ram\u00e8ne beaucoup de chiffre d&rsquo;affaires ! \ud83d\ude09 En fait, c&rsquo;est bien vrai mais pas aussi simple : C&rsquo;est important de comprendre les techniques, les approches des uns et des autres ; Important aussi de mesurer la qualit\u00e9 du chiffre entr\u00e9 : un commercial [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[2],"tags":[379,89],"class_list":["post-1096","post","type-post","status-publish","format-standard","hentry","category-e-commerce","tag-araok","tag-marketing"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Commercial : parler ou... \u00e9couter ! - Ziserman.com<\/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:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Commercial : parler ou... \u00e9couter ! - Ziserman.com\" \/>\n<meta property=\"og:description\" content=\"C&rsquo;est quoi un bon commercial ? Simple : c&rsquo;est un gars qui ram\u00e8ne beaucoup de chiffre d&rsquo;affaires ! \ud83d\ude09 En fait, c&rsquo;est bien vrai mais pas aussi simple : C&rsquo;est important de comprendre les techniques, les approches des uns et des autres ; Important aussi de mesurer la qualit\u00e9 du chiffre entr\u00e9 : un commercial [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/\" \/>\n<meta property=\"og:site_name\" content=\"Ziserman.com\" \/>\n<meta property=\"article:published_time\" content=\"2009-03-09T22:03:18+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2009-03-09T22:26:23+00:00\" \/>\n<meta name=\"author\" content=\"Fran\u00e7ois\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ziserman\" \/>\n<meta name=\"twitter:site\" content=\"@ziserman\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Fran\u00e7ois\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/\"},\"author\":{\"name\":\"Fran\u00e7ois\",\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/#\\\/schema\\\/person\\\/f9bae013e59005579f4b86f162f89c72\"},\"headline\":\"Commercial : parler ou&#8230; \u00e9couter !\",\"datePublished\":\"2009-03-09T22:03:18+00:00\",\"dateModified\":\"2009-03-09T22:26:23+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/\"},\"wordCount\":223,\"commentCount\":3,\"publisher\":{\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/#\\\/schema\\\/person\\\/f9bae013e59005579f4b86f162f89c72\"},\"keywords\":[\"ARAOK !\",\"marketing\"],\"articleSection\":[\"e-commerce\"],\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/\",\"url\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/\",\"name\":\"Commercial : parler ou... \u00e9couter ! - Ziserman.com\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/#website\"},\"datePublished\":\"2009-03-09T22:03:18+00:00\",\"dateModified\":\"2009-03-09T22:26:23+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/#breadcrumb\"},\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/2009\\\/03\\\/09\\\/commercial-parler-ou-ecouter\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Accueil\",\"item\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Commercial : parler ou&#8230; \u00e9couter !\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/#website\",\"url\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/\",\"name\":\"BLOG E-COMMERCE\",\"description\":\"Fran\u00e7ois Ziserman : entrepreneur, IA et \u00e9b\u00e9nisterie\",\"publisher\":{\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/#\\\/schema\\\/person\\\/f9bae013e59005579f4b86f162f89c72\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"fr-FR\"},{\"@type\":[\"Person\",\"Organization\"],\"@id\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/#\\\/schema\\\/person\\\/f9bae013e59005579f4b86f162f89c72\",\"name\":\"Fran\u00e7ois\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g\",\"caption\":\"Fran\u00e7ois\"},\"logo\":{\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g\"},\"url\":\"https:\\\/\\\/www.ziserman.com\\\/blog\\\/author\\\/admin\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Commercial : parler ou... \u00e9couter ! - Ziserman.com","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/","og_locale":"fr_FR","og_type":"article","og_title":"Commercial : parler ou... \u00e9couter ! - Ziserman.com","og_description":"C&rsquo;est quoi un bon commercial ? Simple : c&rsquo;est un gars qui ram\u00e8ne beaucoup de chiffre d&rsquo;affaires ! \ud83d\ude09 En fait, c&rsquo;est bien vrai mais pas aussi simple : C&rsquo;est important de comprendre les techniques, les approches des uns et des autres ; Important aussi de mesurer la qualit\u00e9 du chiffre entr\u00e9 : un commercial [&hellip;]","og_url":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/","og_site_name":"Ziserman.com","article_published_time":"2009-03-09T22:03:18+00:00","article_modified_time":"2009-03-09T22:26:23+00:00","author":"Fran\u00e7ois","twitter_card":"summary_large_image","twitter_creator":"@ziserman","twitter_site":"@ziserman","twitter_misc":{"\u00c9crit par":"Fran\u00e7ois","Dur\u00e9e de lecture estim\u00e9e":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/#article","isPartOf":{"@id":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/"},"author":{"name":"Fran\u00e7ois","@id":"https:\/\/www.ziserman.com\/blog\/#\/schema\/person\/f9bae013e59005579f4b86f162f89c72"},"headline":"Commercial : parler ou&#8230; \u00e9couter !","datePublished":"2009-03-09T22:03:18+00:00","dateModified":"2009-03-09T22:26:23+00:00","mainEntityOfPage":{"@id":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/"},"wordCount":223,"commentCount":3,"publisher":{"@id":"https:\/\/www.ziserman.com\/blog\/#\/schema\/person\/f9bae013e59005579f4b86f162f89c72"},"keywords":["ARAOK !","marketing"],"articleSection":["e-commerce"],"inLanguage":"fr-FR","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/","url":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/","name":"Commercial : parler ou... \u00e9couter ! - Ziserman.com","isPartOf":{"@id":"https:\/\/www.ziserman.com\/blog\/#website"},"datePublished":"2009-03-09T22:03:18+00:00","dateModified":"2009-03-09T22:26:23+00:00","breadcrumb":{"@id":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/#breadcrumb"},"inLanguage":"fr-FR","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/www.ziserman.com\/blog\/2009\/03\/09\/commercial-parler-ou-ecouter\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Accueil","item":"https:\/\/www.ziserman.com\/blog\/"},{"@type":"ListItem","position":2,"name":"Commercial : parler ou&#8230; \u00e9couter !"}]},{"@type":"WebSite","@id":"https:\/\/www.ziserman.com\/blog\/#website","url":"https:\/\/www.ziserman.com\/blog\/","name":"BLOG E-COMMERCE","description":"Fran\u00e7ois Ziserman : entrepreneur, IA et \u00e9b\u00e9nisterie","publisher":{"@id":"https:\/\/www.ziserman.com\/blog\/#\/schema\/person\/f9bae013e59005579f4b86f162f89c72"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.ziserman.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"fr-FR"},{"@type":["Person","Organization"],"@id":"https:\/\/www.ziserman.com\/blog\/#\/schema\/person\/f9bae013e59005579f4b86f162f89c72","name":"Fran\u00e7ois","image":{"@type":"ImageObject","inLanguage":"fr-FR","@id":"https:\/\/secure.gravatar.com\/avatar\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g","caption":"Fran\u00e7ois"},"logo":{"@id":"https:\/\/secure.gravatar.com\/avatar\/ba23809fd4de9b5f86f21715fd23efa8331e766f2929dc11d3ae98539ba237b4?s=96&d=mm&r=g"},"url":"https:\/\/www.ziserman.com\/blog\/author\/admin\/"}]}},"_links":{"self":[{"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/posts\/1096","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/comments?post=1096"}],"version-history":[{"count":0,"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/posts\/1096\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/media?parent=1096"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/categories?post=1096"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ziserman.com\/blog\/wp-json\/wp\/v2\/tags?post=1096"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}