{"id":5534,"date":"2025-04-10T09:15:57","date_gmt":"2025-04-10T09:15:57","guid":{"rendered":"https:\/\/trixolutions.in-staging.be\/?post_type=blog&#038;p=5534"},"modified":"2025-04-17T14:25:30","modified_gmt":"2025-04-17T14:25:30","slug":"hoe-manage-je-de-verschillende-generaties-2","status":"publish","type":"blog","link":"https:\/\/trixolutions.com\/fr\/blog\/hoe-manage-je-de-verschillende-generaties-2\/","title":{"rendered":"Que font les vendeurs performants diff\u00e9remment ?"},"content":{"rendered":"<div data-elementor-type=\"wp-post\" data-elementor-id=\"5534\" class=\"elementor elementor-5534\" data-elementor-post-type=\"blog\">\n\t\t\t\t<div class=\"elementor-element elementor-element-24aecc2 e-ecs-flex e-flex e-con-boxed e-con e-parent\" data-id=\"24aecc2\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;ecs_container_type&quot;:&quot;flex&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-ccec70b elementor-icon-list--layout-inline elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"ccec70b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items elementor-inline-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/trixolutions.com\/fr\/inspiratie-blogs\/\">\n\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Blogs d\u2019inspiration<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-right\" viewbox=\"0 0 320 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M285.476 272.971L91.132 467.314c-9.373 9.373-24.569 9.373-33.941 0l-22.667-22.667c-9.357-9.357-9.375-24.522-.04-33.901L188.505 256 34.484 101.255c-9.335-9.379-9.317-24.544.04-33.901l22.667-22.667c9.373-9.373 24.569-9.373 33.941 0L285.475 239.03c9.373 9.372 9.373 24.568.001 33.941z\"><\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">Que font les vendeurs performants diff\u00e9remment ?<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-a02a3e6 e-ecs-flex e-flex e-con-boxed e-con e-child\" data-id=\"a02a3e6\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;ecs_container_type&quot;:&quot;flex&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7331f43 elementor-widget__width-inherit elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"7331f43\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-title.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\">Que font les vendeurs performants diff\u00e9remment ?<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bd76508 elementor-widget-divider--view-line_text elementor-widget-divider--element-align-right elementor-widget__width-inherit elementor-widget elementor-widget-divider\" data-id=\"bd76508\" 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\t<span class=\"elementor-divider__text elementor-divider__element\">\n\t\t\t\tBLOGS D\u2019INSPIRATION\t\t\t\t<\/span>\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-ec3e024 kv-list-1 elementor-widget elementor-widget-text-editor\" data-id=\"ec3e024\" 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<h3><strong><img fetchpriority=\"high\" decoding=\"async\" class=\"alignright wp-image-5396\" src=\"https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/03\/Blog-wat-doen-succesvolle-verkopers-anders-300x136.png\" alt=\"\" width=\"500\" height=\"227\" srcset=\"https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/03\/Blog-wat-doen-succesvolle-verkopers-anders-300x136.png 300w, https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/03\/Blog-wat-doen-succesvolle-verkopers-anders-1024x464.png 1024w, https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/03\/Blog-wat-doen-succesvolle-verkopers-anders-768x348.png 768w, https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/03\/Blog-wat-doen-succesvolle-verkopers-anders-1536x697.png 1536w, https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/03\/Blog-wat-doen-succesvolle-verkopers-anders-18x8.png 18w, https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/03\/Blog-wat-doen-succesvolle-verkopers-anders.png 1647w\" sizes=\"(max-width: 500px) 100vw, 500px\" \/>Tu veux plus de plaisir dans ton m\u00e9tier de vendeur ? Tu veux que les clients te choisissent, toi ? Tu veux savoir comment y parvenir ? Alors voici quelques informations.<\/strong><\/h3><p>Les recherches en psychologie montrent que les gens ne changent leurs convictions que s\u2019ils ont la possibilit\u00e9 d\u2019exprimer leur attachement \u00e0 leurs anciennes croyances, ainsi que leurs doutes face au changement. Le processus de vente entra\u00eene g\u00e9n\u00e9ralement un changement ; l\u2019acheteur va donc remettre en question ce qui lui est propos\u00e9.\n\nCe que l\u2019on observe souvent, c\u2019est que le vendeur per\u00e7oit les commentaires comme des objections et tente de prouver que le client se trompe. Le client va alors d\u00e9fendre ses convictions et s\u2019y accrocher encore plus fermement. Comment g\u00e9rer cela ?<\/p><p>Les recherches psychologiques sur la communication et son effet sur le client montrent ce qui suit :<\/p><ul><li>Les recherches en psychologie montrent que les gens ne changent leurs convictions que s\u2019ils ont la possibilit\u00e9 d\u2019exprimer leur attachement \u00e0 leurs anciennes croyances, ainsi que leurs doutes face au changement. Le processus de vente entra\u00eene g\u00e9n\u00e9ralement un changement ; l\u2019acheteur va donc remettre en question ce qui lui est propos\u00e9.\n\nCe que l\u2019on observe souvent, c\u2019est que le vendeur per\u00e7oit les commentaires comme des objections et tente de prouver que le client se trompe. Le client va alors d\u00e9fendre ses convictions et s\u2019y accrocher encore plus fermement. Comment g\u00e9rer cela ?<\/li><li>Si tu \u00e9coutes davantage, le client se d\u00e9fendra peu ou pas du tout<\/li><li>Si tu ne fais pas de suggestions, le client exprimera plus rapidement des \u00e9motions plus profondes<\/li><li>Si tu ne cherches pas \u00e0 convaincre, le client t\u2019en dira davantage<\/li><li>Si tu laisses au client la responsabilit\u00e9 de la d\u00e9cision, un changement et un engagement apparaissent de son c\u00f4t\u00e9<\/li><\/ul><p>Ces cinq points favorisent le processus de vente. Est-ce que cela te parle ? Essaie de les appliquer et observe si cela fonctionne. Voici quelques conseils suppl\u00e9mentaires dans ce sens :<\/p><h2 id=\"luister-met-aandacht\">\u00c9coute avec attention<\/h2><p>Pas seulement avec tes oreilles, mais aussi avec ton expression faciale, ta voix et ta posture. Tu montres que tu \u00e9coutes attentivement par tes yeux, tes sourcils, ta bouche, tes mains, tes pieds, la position de ton corps et ton usage de la voix. On appelle cela les facteurs non verbaux, car ils ne passent pas par les mots.<\/p><p>Es-tu par exemple conscient de la fa\u00e7on dont tu regardes quelqu\u2019un, souris, t\u2019orientes vers lui ou adaptes ta voix ?<\/p><p>Savais-tu que, lors d\u2019une conversation, 70 % de la communication est non verbale et que le reste est d\u00e9termin\u00e9 par le choix des mots ?<\/p><h2 id=\"kies-de-juiste-woorden\">Choisis les bons mots<\/h2><p>M\u00eame si la partie verbale d\u2019une conversation semble moins d\u00e9terminante, le choix des mots joue un r\u00f4le important. Sans en \u00eatre conscients, nous utilisons parfois des mots qui impliquent un jugement et rompent la connexion avec le client.\nPar exemple :<\/p><ul><li><em>\u00ab Je comprends ce que vous voulez dire, mais\u2026 \u00bb<\/em><\/li><li><em>\u00ab Ce que vous dites est faux\u2026 \u00bb<\/em><\/li><\/ul><h2 id=\"wacht-met-het-aandragen-van-oplossingen-totdat-de-klant-alle-gevoelens-heeft-kunnen-uiten\">Attends avant de proposer des solutions, jusqu\u2019\u00e0 ce que le client ait pu exprimer toutes ses \u00e9motions<\/h2><p>S\u2019appuyer sur la connaissance produit peut sembler rassurant, mais constitue parfois un pi\u00e8ge. Peut-\u00eatre vaut-il mieux ne pas ignorer les \u00e9motions du client ? Essaie plut\u00f4t de voir les \u00e9motions comme des messagers de besoins sous-jacents. Les clarifier est essentiel pour la vente et la relation.\n\nNomme l\u2019\u00e9motion et demande ce dont le client a besoin.\nPar exemple :\n\u00ab Vous doutez parce que vous voulez\u2026 ? \u00bb\nPuis ose poser la question :<\/p><ul><li><em>\u00ab Et y a-t-il autre chose ? \u00bb<\/em><\/li><\/ul><h2 id=\"succesvolle-verkopers-stellen-58-meer-vragen\">Les vendeurs \u00e0 succ\u00e8s posent 58 % de questions en plus<\/h2><p>Cela m\u00e8ne \u00e0 des informations \u00e0 jour, des comparaisons concurrentielles, une meilleure compr\u00e9hension des besoins changeants et des retours sur le service et l\u2019utilisation.<\/p><h2 id=\"stel-de-klant-eens-andere-vragen\">Pose au client d\u2019autres types de questions<\/h2><ul><li><em>\u00ab Qu\u2019est-ce qui fait que vous achetez chez nous ? \u00bb<\/em><\/li><li><em>\u00ab Qu\u2019aimeriez-vous voir diff\u00e9remment ? \u00bb<\/em><\/li><li><em>\u00ab \u00c0 quoi ressemblerait selon vous la solution id\u00e9ale ? \u00bb<\/em><\/li><\/ul><h2 id=\"stel-de-klant-ondersteunende-vragen-die-het-gezichtspunt-van-de-klant-betrekken-positief-en-toekomstgericht-zijn\">Pose des questions de soutien, centr\u00e9es sur le point de vue du client, positives et orient\u00e9es vers l\u2019avenir<\/h2><p>Par exemple : <em>\u00ab Quelles sont les trois choses qui renforceraient votre fid\u00e9lit\u00e9 ? \u00bb<\/em><\/p><h2 id=\"conclusie\">Conclusion<\/h2><p>\u00c9coute avec attention, choisis les bons mots, traduis les \u00e9motions en besoins, pose des questions fortes et fais l\u2019exp\u00e9rience du succ\u00e8s !<\/p>\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-a757f3e elementor-widget__width-inherit elementor-align-center elementor-widget elementor-widget-button\" data-id=\"a757f3e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/trixolutions.com\/fr\/contact\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Contacte-nous<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-51ec92a e-con-full e-ecs-flex e-flex e-con e-child\" data-id=\"51ec92a\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;ecs_container_type&quot;:&quot;flex&quot;}\">\n\t\t\t\t<\/div>\n\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<div class=\"elementor-element elementor-element-7257976 e-ecs-flex e-flex e-con-boxed e-con e-parent\" data-id=\"7257976\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;ecs_container_type&quot;:&quot;flex&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-d9f35df e-con-full e-ecs-flex e-flex e-con e-child\" data-id=\"d9f35df\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;ecs_container_type&quot;:&quot;flex&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-47783d4 e-con-full e-ecs-flex e-flex e-con e-child\" data-id=\"47783d4\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;ecs_container_type&quot;:&quot;flex&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a739227 elementor-widget elementor-widget-image\" data-id=\"a739227\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"640\" height=\"710\" src=\"https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/02\/Foto-8-min.jpg\" class=\"attachment-large size-large wp-image-143\" alt=\"\" srcset=\"https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/02\/Foto-8-min.jpg 655w, https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/02\/Foto-8-min-270x300.jpg 270w\" sizes=\"(max-width: 640px) 100vw, 640px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-f847b83 e-con-full e-ecs-flex e-flex e-con e-child\" data-id=\"f847b83\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;ecs_container_type&quot;:&quot;flex&quot;}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-30e3e8d elementor-widget elementor-widget-image\" data-id=\"30e3e8d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"640\" height=\"710\" src=\"https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/02\/Foto-19-min.jpg\" class=\"attachment-large size-large wp-image-144\" alt=\"\" srcset=\"https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/02\/Foto-19-min.jpg 655w, https:\/\/trixolutions.com\/wp-content\/uploads\/2025\/02\/Foto-19-min-270x300.jpg 270w\" sizes=\"(max-width: 640px) 100vw, 640px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\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\t\t<\/div>","protected":false},"excerpt":{"rendered":"<p>Tu veux plus de plaisir dans ton m\u00e9tier de vendeur ? Tu veux que les clients te choisissent, toi ? Tu veux savoir comment y parvenir ? Alors voici quelques informations.<\/p>","protected":false},"featured_media":6483,"template":"elementor_header_footer","meta":{"_acf_changed":false},"categoryblog":[],"class_list":["post-5534","blog","type-blog","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Wat doen succesvolle verkopers anders? - Trixolutions<\/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:\/\/trixolutions.com\/fr\/blog\/hoe-manage-je-de-verschillende-generaties-2\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Wat doen succesvolle verkopers anders? - Trixolutions\" \/>\n<meta property=\"og:description\" content=\"Wil je meer plezier in jouw vak als verkoper? Wil je dat klanten voor jou kiezen? Wil je weten hoe je dit kunt bereiken? 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