{"id":296,"date":"2018-11-16T11:31:40","date_gmt":"2018-11-16T11:31:40","guid":{"rendered":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/"},"modified":"2019-02-05T11:19:58","modified_gmt":"2019-02-05T11:19:58","slug":"mi-la-vente-differenciee-face-a-la-revolution-du-comportement-dachat","status":"publish","type":"insight","link":"https:\/\/mercuri.be\/fr\/perspectives\/mi-la-vente-differenciee-face-a-la-revolution-du-comportement-dachat\/","title":{"rendered":"MI Differentiated Selling\u00a9 - faire face \u00e0 la r\u00e9volution du comportement d'achat"},"content":{"rendered":"<p><a href=\"https:\/\/view.pagetiger.com\/DifferentiatedSelling\/blgm?utm_source=flexmail&amp;utm_medium=e-mail&amp;utm_campaign=20160529EnewsBE&amp;utm_content=https%3A%2F%2Fview.pagetiger.com%2FDifferentiatedSelling%2Fblgm%20\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Une seule strat\u00e9gie de vente ne suffit plus !<\/strong><\/a><\/p>\n\n\n\n<p>Les vendeurs sont aujourd'hui confront\u00e9s \u00e0 des situations de vente totalement nouvelles et diff\u00e9rentes. Les clients et les prospects sont de plus en plus ind\u00e9pendants du vendeur. Les vendeurs doivent s'adapter \u00e0 un client beaucoup plus autonome qui a des attentes diff\u00e9rentes de celles des vendeurs. La \"m\u00e9thode de vente unique\" n'existe plus.<\/p>\n\n\n\n<p>La m\u00e9thodologie de la vente diff\u00e9renci\u00e9e permet aux vendeurs de mieux comprendre les tendances d'achat des clients.<br \/>\nIl montre ensuite comment fa\u00e7onner votre style de vente pour r\u00e9pondre \u00e0 la situation des acheteurs exigeants de demain.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Pourquoi une nouvelle approche commerciale ?<\/h3>\n\n\n\n<p>Concurrence accrue, pression sur les prix, clients de plus en plus enclins \u00e0 changer de fournisseur, \u00e9volution des habitudes d'achat, impact des nouveaux m\u00e9dias sur le processus d'achat, diminution de la disponibilit\u00e9 des acheteurs.... La pression sur les vendeurs augmente. <br \/>Pour relever ces d\u00e9fis modernes, la m\u00e9thodologie de vente doit \u00eatre adapt\u00e9e aux nouvelles conditions et aux nouveaux d\u00e9fis des organisations de vente. De nouvelles techniques de vente sont n\u00e9cessaires : des techniques adapt\u00e9es \u00e0 la situation de vente en question. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Qu'est-ce qu'une situation de vente ?<\/h3>\n\n\n\n<p>Les situations de vente sont d\u00e9termin\u00e9es par l'attitude du client \u00e0 l'\u00e9gard de l'offre d'un vendeur (produits\/services\/prix), ainsi que par les attentes qu'il a \u00e0 l'\u00e9gard de ce vendeur.<\/p>\n\n\n\n<ul class=\"wp-block-gallery aligncenter columns-1 is-cropped wp-block-gallery-1 is-layout-flex wp-block-gallery-is-layout-flex\"><li class=\"blocks-gallery-item\"><figure><img loading=\"lazy\" decoding=\"async\" width=\"338\" height=\"206\" src=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/differentiated_selling.png\" alt=\"\" class=\"wp-image-1132\" srcset=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/differentiated_selling.png 338w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/differentiated_selling-300x183.png 300w\" sizes=\"(max-width: 338px) 100vw, 338px\" \/><\/figure><\/li><\/ul>\n\n\n\n<p>Nous constatons une augmentation du nombre de clients autonomes (axe horizontal) et de la pr\u00e9f\u00e9rence (fid\u00e9lit\u00e9) (axe vertical). De ces axes d\u00e9coulent quatre quadrants, chacun ayant sa propre situation de vente. Chaque situation n\u00e9cessite une approche commerciale particuli\u00e8re.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">La vente diff\u00e9renci\u00e9e apporte une aide :<\/h3>\n\n\n\n<ul class=\"wp-block-list\"><li>Identifier la bonne situation de vente<\/li><li>Reconna\u00eetre le parcours d'achat du client et adapter la bonne approche.<\/li><li>Donner aux vendeurs les bons outils au bon moment.<\/li><\/ul>\n\n\n\n<p>Et....La vente diff\u00e9renci\u00e9e aide les vendeurs \u00e0 ajouter de la valeur dans toutes les situations de vente.<\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2019\/01\/wat_is_sales_transformatie.pdf\">T\u00e9l\u00e9charger la brochure<\/a><\/div>\n\n\n\n<p style=\"text-align:center\"><a href=\"mailto:%20info@mercuri.be\">Courriel : info@mercuri.be<\/a><\/p>\n\n\n\n<p style=\"text-align:center\"><a href=\"tel:%20+3222450240\">T\u00e9l : +32 2 245 02 40<\/a><\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/fr\/contact\/\">Aidez-moi<\/a><\/div>\n\n\n\n<ul class=\"wp-block-gallery alignfull columns-1 is-cropped wp-block-gallery-2 is-layout-flex wp-block-gallery-is-layout-flex\"><li class=\"blocks-gallery-item\"><figure><img loading=\"lazy\" decoding=\"async\" width=\"6598\" height=\"4403\" src=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674.jpg\" alt=\"\" class=\"wp-image-1511\" srcset=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674.jpg 6598w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674-266x178.jpg 266w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674-300x200.jpg 300w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674-768x513.jpg 768w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674-1024x683.jpg 1024w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674-268x178.jpg 268w, https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674-600x400.jpg 600w\" sizes=\"(max-width: 6598px) 100vw, 6598px\" \/><\/figure><\/li><\/ul>","protected":false},"excerpt":{"rendered":"<p>One selling strategy is no longer enough ! Verkopers worden vandaag de dag geconfronteerd met totaal nieuwe en andere verkoopsituaties.<\/p>","protected":false},"featured_media":1511,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"insight-cat":[24,22],"insight-tag":[53,25,45,30],"class_list":["post-296","insight","type-insight","status-publish","has-post-thumbnail","hentry","insight-cat-artikel","insight-cat-whitepaper","insight-tag-milennium","insight-tag-sales","insight-tag-training","insight-tag-verkopen"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>MI Differentiated Selling\u00a9 - geconfronteerd met de revolutie in koopgedrag - Mercuri Belgium<\/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:\/\/mercuri.be\/fr\/perspectives\/mi-la-vente-differenciee-face-a-la-revolution-du-comportement-dachat\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"MI Differentiated Selling\u00a9 - geconfronteerd met de revolutie in koopgedrag - Mercuri Belgium\" \/>\n<meta property=\"og:description\" content=\"One selling strategy is no longer enough ! Verkopers worden vandaag de dag geconfronteerd met totaal nieuwe en andere verkoopsituaties.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/mercuri.be\/fr\/perspectives\/mi-la-vente-differenciee-face-a-la-revolution-du-comportement-dachat\/\" \/>\n<meta property=\"og:site_name\" content=\"Mercuri Belgium\" \/>\n<meta property=\"article:modified_time\" content=\"2019-02-05T11:19:58+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/\",\"url\":\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/\",\"name\":\"MI Differentiated Selling\u00a9 - geconfronteerd met de revolutie in koopgedrag - Mercuri Belgium\",\"isPartOf\":{\"@id\":\"https:\/\/mercuri.be\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/mercuri.net\/img-srv\/gMXlOrkCywjNqBm_aEma6LWGUEHXsKhVMUPEqQ4RUIo\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-6827217\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMTgvMTIvaXN0b2NrLTg4Mzg5MzY3NC5qcGc.webp\",\"datePublished\":\"2018-11-16T11:31:40+00:00\",\"dateModified\":\"2019-02-05T11:19:58+00:00\",\"breadcrumb\":{\"@id\":\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#breadcrumb\"},\"inLanguage\":\"fr-BE\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-BE\",\"@id\":\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#primaryimage\",\"url\":\"https:\/\/mercuri.net\/img-srv\/gMXlOrkCywjNqBm_aEma6LWGUEHXsKhVMUPEqQ4RUIo\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-6827217\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMTgvMTIvaXN0b2NrLTg4Mzg5MzY3NC5qcGc.webp\",\"contentUrl\":\"https:\/\/mercuri.net\/img-srv\/gMXlOrkCywjNqBm_aEma6LWGUEHXsKhVMUPEqQ4RUIo\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-6827217\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMTgvMTIvaXN0b2NrLTg4Mzg5MzY3NC5qcGc.webp\",\"width\":6598,\"height\":4403},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/mercuri.be\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Inspiratie\",\"item\":\"https:\/\/mercuri.be\/insights\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"MI Differentiated Selling\u00a9 &#8211; geconfronteerd met de revolutie in koopgedrag\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/mercuri.be\/#website\",\"url\":\"https:\/\/mercuri.be\/\",\"name\":\"Mercuri Belgium\",\"description\":\"Mercuri International Belgium site\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/mercuri.be\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"fr-BE\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"MI Differentiated Selling\u00a9 - geconfronteerd met de revolutie in koopgedrag - Mercuri Belgium","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:\/\/mercuri.be\/fr\/perspectives\/mi-la-vente-differenciee-face-a-la-revolution-du-comportement-dachat\/","og_locale":"fr_FR","og_type":"article","og_title":"MI Differentiated Selling\u00a9 - geconfronteerd met de revolutie in koopgedrag - Mercuri Belgium","og_description":"One selling strategy is no longer enough ! Verkopers worden vandaag de dag geconfronteerd met totaal nieuwe en andere verkoopsituaties.","og_url":"https:\/\/mercuri.be\/fr\/perspectives\/mi-la-vente-differenciee-face-a-la-revolution-du-comportement-dachat\/","og_site_name":"Mercuri Belgium","article_modified_time":"2019-02-05T11:19:58+00:00","og_image":[{"width":1200,"height":630,"url":"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/12\/istock-883893674.jpg","type":"image\/jpeg"}],"twitter_card":"summary_large_image","twitter_misc":{"Est. reading time":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/","url":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/","name":"MI Differentiated Selling\u00a9 - geconfronteerd met de revolutie in koopgedrag - Mercuri Belgium","isPartOf":{"@id":"https:\/\/mercuri.be\/#website"},"primaryImageOfPage":{"@id":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#primaryimage"},"image":{"@id":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#primaryimage"},"thumbnailUrl":"https:\/\/mercuri.net\/img-srv\/gMXlOrkCywjNqBm_aEma6LWGUEHXsKhVMUPEqQ4RUIo\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-6827217\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMTgvMTIvaXN0b2NrLTg4Mzg5MzY3NC5qcGc.webp","datePublished":"2018-11-16T11:31:40+00:00","dateModified":"2019-02-05T11:19:58+00:00","breadcrumb":{"@id":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#breadcrumb"},"inLanguage":"fr-BE","potentialAction":[{"@type":"ReadAction","target":["https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/"]}]},{"@type":"ImageObject","inLanguage":"fr-BE","@id":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#primaryimage","url":"https:\/\/mercuri.net\/img-srv\/gMXlOrkCywjNqBm_aEma6LWGUEHXsKhVMUPEqQ4RUIo\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-6827217\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMTgvMTIvaXN0b2NrLTg4Mzg5MzY3NC5qcGc.webp","contentUrl":"https:\/\/mercuri.net\/img-srv\/gMXlOrkCywjNqBm_aEma6LWGUEHXsKhVMUPEqQ4RUIo\/resizing_type:auto\/width:0\/height:0\/gravity:sm\/enlarge:1\/ext:webp\/strip_metadata:1\/quality:100\/cachebuster:filesize-6827217\/bG9jYWw6Ly8vbWVyY3VyaS5uZXQvd3AtY29udGVudC91cGxvYWRzL3NpdGVzLzIzLzIwMTgvMTIvaXN0b2NrLTg4Mzg5MzY3NC5qcGc.webp","width":6598,"height":4403},{"@type":"BreadcrumbList","@id":"https:\/\/mercuri.be\/insights\/mi-differentiated-selling-facing-the-revolution-in-buying-behavior\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/mercuri.be\/"},{"@type":"ListItem","position":2,"name":"Inspiratie","item":"https:\/\/mercuri.be\/insights\/"},{"@type":"ListItem","position":3,"name":"MI Differentiated Selling\u00a9 &#8211; geconfronteerd met de revolutie in koopgedrag"}]},{"@type":"WebSite","@id":"https:\/\/mercuri.be\/#website","url":"https:\/\/mercuri.be\/","name":"Mercuri Belgique","description":"Site de Mercuri International Belgium","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/mercuri.be\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"fr-BE"}]}},"_links":{"self":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/insight\/296","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/insight"}],"about":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/types\/insight"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/media\/1511"}],"wp:attachment":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/media?parent=296"}],"wp:term":[{"taxonomy":"insight-cat","embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/insight-cat?post=296"},{"taxonomy":"insight-tag","embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/insight-tag?post=296"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}