l'étape 2 est cruciale car elle permet de mettre le doigt sur : les envies du client, les peurs du client, les déclencheurs décisionnels, les motivations d'achat
Les étapes de la vente
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Business
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KG
•
Hard
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1.
FLASHCARD QUESTION
Front
Back
les motivations d'achat
2.
FLASHCARD QUESTION
Front
Dans la phase de découverte j'utilise la méthode du : CAP, SONCAS
Back
SONCAS
3.
FLASHCARD QUESTION
Front
Sinon le client exprime des : suggestions, des problèmes, des interrogations, des objections
Back
des objections
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