{"id":4786,"date":"2025-11-12T08:15:08","date_gmt":"2025-11-12T08:15:08","guid":{"rendered":"https:\/\/mercuri.be\/?p=4786"},"modified":"2025-11-12T09:06:28","modified_gmt":"2025-11-12T09:06:28","slug":"podcast-bonne-conversation-%e2%89%a0-bonnes-ventes","status":"publish","type":"post","link":"https:\/\/mercuri.be\/fr\/podcast-bonne-conversation-%e2%89%a0-bonnes-ventes\/","title":{"rendered":"Podcast : \"Bien parler\" \u2260 bien vendre !"},"content":{"rendered":"<p>Vous est-il d\u00e9j\u00e0 arriv\u00e9 de quitter une r\u00e9union avec un client en pleine forme... mais sans avoir sign\u00e9 de contrat ?<\/p>\n\n\n\n<p>C'est exactement ce que Claudia Sperling et Senne Vanwetswinkel, consultants exp\u00e9riment\u00e9s chez Mercuri International, expliquent dans notre dernier \u00e9pisode de podcast. Parce que trop de conversations de vente se terminent par une *consultation* et non par une *conclusion. *<\/p>\n\n\n\n<p>Voici ce que vous apprendrez :<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Pourquoi \"je ne veux pas leur mettre la pression\" est un obstacle silencieux \u00e0 la conclusion d'un accord.<\/li>\n\n\n\n<li>Le *suivi* n'est pas du harc\u00e8lement, c'est du service \u00e0 la client\u00e8le.<\/li>\n\n\n\n<li>Pourquoi la certitude 80% est suffisante pour d\u00e9cider.<\/li>\n\n\n\n<li>Et comment de petites questions confiantes transforment le \"peut-\u00eatre\" en \"oui\".<\/li>\n<\/ul>\n\n\n\n<p>Notre id\u00e9e pr\u00e9f\u00e9r\u00e9e : \"Une consultation sans question finale, c'est comme un entretien d'embauche o\u00f9 personne ne parle du salaire\". Vendre, c'est *guider* le client vers une d\u00e9cision - et non pas attendre qu'il prenne une d\u00e9cision.<\/p>\n\n\n\n<p>\u00c9coutez et posez-vous la question suivante : quelle est la derni\u00e8re fois que vous avez donn\u00e9 un bon conseil... mais que vous n'avez pas conclu l'affaire ?<\/p>\n\n\n\n<p>Vous souhaitez approfondir le th\u00e8me du leadership dans la vente ou en savoir plus sur l'excellence dans la vente ? Prenez contact avec <strong>Claudia Sperling :<\/strong> <a href=\"https:\/\/www.linkedin.com\/in\/claudiasperlingmercuri\/\">https:\/\/www.linkedin.com\/in\/claudiasperlingmercuri\/<\/a> ou <strong>Senne Vanwetswinkel<\/strong>: <a href=\"https:\/\/www.linkedin.com\/in\/sennevanwetswinkel\/\">https:\/\/www.linkedin.com\/in\/sennevanwetswinkel\/<\/a>.<\/p>\n\n\n\n<figure class=\"wp-block-embed aligncenter is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"&quot;De bonnes discussions \u2260 de bonnes ventes ! - GANZ. EINFACH. VERTRIEB.\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube-nocookie.com\/embed\/ZGbXEWOYTFo?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<p><strong>Il vous suffit de vous abonner au podcast via votre plateforme pr\u00e9f\u00e9r\u00e9e :<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/mercuri.de\/wp-content\/uploads\/sites\/2\/2021\/01\/itunes-apple.png\" alt=\"\" class=\"wp-image-7765\"\/><\/figure>\n\n\n\n<p><a href=\"https:\/\/podcasts.apple.com\/de\/podcast\/ganz-einfach-vertrieb\/id1541004766\">IPHONE OU IPAD<\/a><\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/mercuri.de\/wp-content\/uploads\/sites\/2\/2021\/01\/google-android.png\" alt=\"\" class=\"wp-image-7768\"\/><\/figure>\n\n\n\n<p><a href=\"https:\/\/podcasts.google.com\/feed\/aHR0cHM6Ly9wb2RjYXN0Y2U1MTAwLnBvZGlnZWUuaW8vZmVlZC9tcDM?sa=X&amp;ved=2ahUKEwiC4Ir7zLnuAhUSwYUKHenZACwQ9sEGegQIARAC\">ANDROID<\/a><\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/mercuri.de\/wp-content\/uploads\/sites\/2\/2021\/01\/spotify.png\" alt=\"\" class=\"wp-image-7767\"\/><\/figure>\n\n\n\n<p><a href=\"https:\/\/open.spotify.com\/show\/4A5Yd4bvjD5sDBR1Wt6CTe\">SPOTIFY<\/a><\/p>\n\n\n\n<p>Pour plus d'informations et d'inspiration sur les th\u00e8mes actuels de la vente, visitez le site : <a href=\"https:\/\/mercuri.de\">https:\/\/mercuri.de<\/a><\/p>\n\n\n\n<p>Avez-vous appr\u00e9ci\u00e9 cet \u00e9pisode ?<\/p>\n\n\n\n<p>Donnez-nous une note de cinq \u00e9toiles et abonnez-vous \u00e0 la liste de diffusion. <strong>Podcast Mercuri International Sales.<\/strong><br>Nous appr\u00e9cions \u00e9galement les commentaires d\u00e9taill\u00e9s. N'h\u00e9sitez pas \u00e0 nous \u00e9crire \u00e0 l'adresse suivante <strong>info@mercuri.de<\/strong>.<br>Cela nous permet d'am\u00e9liorer continuellement notre podcast et de cr\u00e9er un contenu pertinent pour vous et votre entreprise.<\/p>\n\n\n\n<div class=\"schema-faq wp-block-yoast-faq-block\"><div class=\"schema-faq-section\" id=\"faq-question-1701271249884\"><strong class=\"schema-faq-question\">Voici la transcription du podcast : \"Good talk' \u2260 good sales !\" pour les personnes malentendantes ou sourdes et pour tous ceux qui souhaitent l'avoir par \u00e9crit.<\/strong> <p class=\"schema-faq-answer\">\u00a0Bienvenue dans le podcast Mercuri, Ganz Einfach Vertrieb.  Je m'appelle Claudia Sperling.  Je suis consultante senior chez Mercury et je me concentre sur les n\u00e9gociations professionnelles.  Aujourd'hui, nous nous attaquons \u00e0 un d\u00e9fi auquel sont confront\u00e9s de nombreux vendeurs : conclure l'affaire, et non pas simplement partager une bonne conversation.  Je suis accompagn\u00e9e de ma coll\u00e8gue, Sene van Wetzwinkel, de Belgique.  Bonjour \u00e0 tous.  Bonjour, je m'appelle Sene.  En tant que formatrice, coach et consultante chez Mercuri Benelux, j'ai travaill\u00e9 avec des \u00e9quipes de vente et de direction pour les aider \u00e0 mieux communiquer, \u00e0 vendre plus intelligemment et \u00e0 diriger avec impact.  Au fil des ans, j'ai d\u00e9velopp\u00e9 des programmes qui permettent aux \u00e9quipes d'\u00eatre plus performantes tout en se sentant plus confiantes et connect\u00e9es.  Une grande partie de mon travail consiste \u00e0 aider les dirigeants \u00e0 s'\u00e9panouir dans leur r\u00f4le de coach et \u00e0 aider les \u00e9quipes de vente \u00e0 devenir plus performantes en mati\u00e8re de prospection, de traitement des objections et, en fin de compte, de conclusion de l'affaire.  C'est dans ces moments de pression que la confiance est vraiment importante.  Qu'il s'agisse de leadership ou de vente, j'aime aider les gens \u00e0 transformer les situations difficiles en opportunit\u00e9s de croissance.  Merci d'avoir pris le temps.  Et soyons honn\u00eates, combien de fois quittons-nous une conversation en nous sentant bien, mais sans r\u00e9sultats mesurables ?  Donner des conseils, c'est bien, mais vendre, c'est conclure.  Nora Roberts, auteure am\u00e9ricaine de romans d'amour, a dit que si vous ne demandez pas les r\u00e9ponses, elles seront toujours n\u00e9gatives. Nous connaissons tous des histoires dans lesquelles nous n'avons pas os\u00e9 demander et qui se sont termin\u00e9es par un conte de f\u00e9es apr\u00e8s avoir os\u00e9.  Dans cet \u00e9pisode, nous allons donc voir pourquoi de nombreux commerciaux restent bloqu\u00e9s en mode consultant, ce qui, selon nous, m\u00e8ne vraiment \u00e0 la conclusion d'un contrat, et quelles id\u00e9es pratiques vous pouvez mettre en \u0153uvre imm\u00e9diatement pour conclure plus de contrats.  De nombreux vendeurs essaient d'\u00eatre bien pr\u00e9par\u00e9s.  Ils essaient de conna\u00eetre le produit, de comprendre le client et de fournir une analyse claire.  Et pourtant, ils ne parviennent pas \u00e0 conclure l'affaire.  C'est comme s'ils \u00e9taient pris au pi\u00e8ge, car le conseil est souvent une sorte d'excuse pour \u00e9viter de conclure l'affaire.  Dans nos sessions de formation, lorsqu'une certaine diff\u00e9rence est n\u00e9cessaire, le directeur des ventes dit souvent des choses comme \"je ne veux pas leur mettre la pression\" ou \"je veux d'abord \u00e9tablir une relation de confiance\".  Certains disent m\u00eame que les clients doivent d\u00e9cider par eux-m\u00eames.  Oui, c'est la m\u00eame chose dans notre pays.  Ainsi, une consultation sans question finale, c'est comme un entretien d'embauche o\u00f9 personne ne parle du salaire.  Dans la vente consultative, en particulier dans le B to B, il est \u00e9galement crucial de guider clairement le client vers une d\u00e9cision.  Sinon, nous passerons notre temps \u00e0 faire du conseil, et le concurrent conclura l'affaire pendant que nous pr\u00e9parons encore le calcul de la feuille de dix sp\u00e9cifications pour le client.  Absolument.  Quelles sont, \u00e0 votre avis, les erreurs les plus courantes ?  Souvent, les erreurs et donc les conseils vont dans le sens de l'affirmation de soi.  Par exemple, l'erreur num\u00e9ro un, le client va prendre contact.  Oui, en r\u00e9alit\u00e9, non, il ne le fait g\u00e9n\u00e9ralement pas.  Conseil : le suivi n'est pas du harc\u00e8lement.  C'est du service \u00e0 la client\u00e8le.  Exactement, parce qu'il est essentiel de s'affirmer respectueusement au bon moment.  L'erreur suivante est la deuxi\u00e8me.  Le client dit qu'il a besoin de plus d'informations.  En r\u00e9alit\u00e9, la quantit\u00e9 d'informations est souvent suffisante.  Tout ce dont vous avez besoin est d\u00e9j\u00e0 l\u00e0.  Conseil : vous n'avez pas besoin d'une certitude \u00e0 cent pour cent.  Quatre-vingts pour cent suffisent pour prendre une d\u00e9cision.  Ainsi, de mon point de vue, la solution est la bonne.  Quelles sont vos pr\u00e9occupations ?  Il pourrait s'agir d'une formulation typique.  Tout \u00e0 fait.  Et cela revient encore une fois \u00e0 s'affirmer.  Oui, c'est vrai.  Et l'erreur num\u00e9ro trois, la r\u00e9flexion.  Le client prend des d\u00e9cisions \u00e9motionnelles, je ne dois donc pas \u00eatre trop agressif.  En r\u00e9alit\u00e9, les d\u00e9cisions \u00e9motionnelles ont \u00e9galement besoin d'une orientation claire.  Conseil : utilisez des techniques de cl\u00f4ture claires.  Tout \u00e0 fait.  Et voici quelque chose que nous oublions souvent.  De nombreux clients sont pr\u00eats \u00e0 s'engager.  Ils ont juste besoin d'un peu de structure et de conseils.  C'est l\u00e0 qu'intervient ce que nous appelons le pr\u00e9accord moral.  C'est vrai.  Comme la logique, nous la connaissons tous depuis l'enfance.  Maman, si je range ma chambre, je peux regarder la t\u00e9l\u00e9 ?  Ils nous ont donc mis dans ce pr\u00e9-accord, donc moralement.  C'est donc instinctif.  Et pourtant, dans la vente, nous h\u00e9sitons \u00e0 poser des questions aussi claires.  Oui, c'est tout \u00e0 fait vrai.  Je conseille donc aux gens d'essayer de demander si nous pouvons satisfaire pleinement aux points que vous venez de mentionner.  Cela signifierait-il que nous avons conclu un accord ?  Ou encore, si un site technique est \u00e9galement v\u00e9rifi\u00e9, seriez-vous pr\u00eat \u00e0 signer ?  Oui, ce n'est pas de la pression, c'est de la clart\u00e9.  Cela montre que vous \u00eates \u00e0 l'\u00e9coute et confiant.  Et si le client dit que non, pas encore, vous pouvez toujours lui demander ce qu'il faut savoir de plus ou ce qu'il faut r\u00e9soudre de plus.  Cela fait toujours partie d'une bonne consultation, mais maintenant avec une direction.  C'est certain.  N'oublions pas non plus l'aspect psychologique.  Ce que je constate souvent dans mes formations et mes s\u00e9ances d'entra\u00eenement, c'est que les vendeurs abordent la phase de conclusion avec ce que nous appelons un mauvais \u00e9tat d'esprit.  En effet, quel est votre \u00e9tat d'esprit lorsque vous commencez \u00e0 conclure l'affaire ?  Pensez-vous que vous \u00eates en train d'acculer ou d'intimider le client ?  Ou bien regardez-vous les faits ? et vous avez une solution.  En vous affirmant, vous aidez le client \u00e0 r\u00e9soudre son probl\u00e8me.  Il s'agit d'un \u00e9tat d'esprit diff\u00e9rent.  Et si vous esp\u00e9rez secr\u00e8tement que le client se d\u00e9cidera tout seul, sans que vous lui indiquiez la voie \u00e0 suivre, je peux vous dire que vous avez d\u00e9j\u00e0 perdu.  C'est certain.  La conclusion n'est donc pas une chance, mais fait partie de la vente.  Nous devons avoir l'objectif clair de conclure et planifier les techniques de conclusion au pr\u00e9alable.  Mais avant m\u00eame d'utiliser ces techniques, il faut savoir quel est le bon moment.  C'est tout \u00e0 fait exact.  Et c'est l\u00e0 qu'interviennent les signaux de cl\u00f4ture.  Quels sont donc ces signaux ?  Nous distinguons les signaux verbaux des signaux non verbaux.  Les signaux verbaux peuvent \u00eatre des choses comme : \"Pourriez-vous m'envoyer cela par \u00e9crit ?  Quelle serait la prochaine \u00e9tape en interne ?  Ou encore, quel est le d\u00e9lai de livraison ?  Ce sont des signes clairs d'int\u00e9r\u00eat.  Les signaux non verbaux peuvent \u00eatre des choses comme le fait que le client prenne une proposition dans ses mains, qu'il se redresse et devienne visiblement attentif, qu'il commence \u00e0 hocher la t\u00eate pendant que vous parlez, ou qu'il appelle un coll\u00e8gue.  Lorsque nous rep\u00e9rons ces signaux verbaux et non verbaux, il est temps d'arr\u00eater de conseiller et de commencer \u00e0 conclure.  N'ajoutez donc pas plus de complexit\u00e9 \u00e0 ce moment-l\u00e0.  Ne continuez pas \u00e0 donner trop d'explications.  Aidez-les plut\u00f4t \u00e0 prendre une d\u00e9cision.  C'est tout \u00e0 fait vrai.  Chez Mercury Belgium, nous formons les gens \u00e0 prendre le contr\u00f4le de cette conversation en provoquant ces signaux de fermeture d\u00e8s le d\u00e9but avec des essais de fermeture.  Dans une conversation, on dirait : \" Comment cela vous semble-t-il jusqu'\u00e0 pr\u00e9sent ?  S'agit-il d'une solution que vous pourriez envisager ?  Pouvons-nous commencer ensemble ?  Vous voyez, cela invite \u00e0 l'engagement plut\u00f4t qu'\u00e0 un vague espoir.  C'est aussi un signe de disponibilit\u00e9.  En outre, nous avons la possibilit\u00e9 d'ajouter ou de modifier notre offre afin que tous les souhaits du client soient satisfaits avant de commencer \u00e0 conclure.  Oui, et une fois que nous avons constat\u00e9 que le client est pr\u00eat, voici quelques techniques que nous utilisons.  Tout d'abord, une question alternative.  Souhaitez-vous commencer par l'option A ou passer directement \u00e0 la solution B, plus importante ?  Cela permet de passer de la question \"si\" \u00e0 la question \"laquelle\".  Une autre technique consiste \u00e0 r\u00e9sumer et \u00e0 se taire.  Il suffit de r\u00e9sumer les principaux avantages et de se taire.  Laissez le client s'exprimer en premier.  Enfin, la troisi\u00e8me technique est celle de la conclusion par pr\u00e9somption.  Utilisez un langage qui implique que la d\u00e9cision est prise.  Quand souhaitez-vous recevoir la premi\u00e8re livraison ?  En fait, cette phrase est tr\u00e8s puissante parce qu'elle cr\u00e9e une dynamique.  C'est certain.  Ce que vous dites en fait, c'est que la conclusion ne se fait pas n'importe comment.  C'est en fait une partie cruciale d'un processus de vente r\u00e9ussi.  Et pour r\u00e9ussir \u00e0 conclure, il faut un \u00e9tat d'esprit clair.  C'est l\u00e0 que tout commence.  Positionnez-vous comme un fournisseur de solutions dot\u00e9 d'un pouvoir de d\u00e9cision.  Soyez conscient des signaux de cl\u00f4ture et agissez en cons\u00e9quence.  Ensuite, commencez \u00e0 planifier vos techniques de cl\u00f4ture de mani\u00e8re cibl\u00e9e.  Ne laissez pas le hasard faire les choses.  Et surtout, osez utiliser des questions de cl\u00f4ture au lieu de vagues allusions.  En tant que Mercury et forts de notre exp\u00e9rience en mati\u00e8re de formation, nous aimerions vous dire que l'autor\u00e9flexion est la cl\u00e9 du succ\u00e8s.  R\u00e9fl\u00e9chissez donc vous-m\u00eame \u00e0 ce qui suit.  Quelle est la derni\u00e8re situation de vente dans laquelle vous avez donn\u00e9 des conseils mais n'avez pas conclu l'affaire ?  Et que feriez-vous diff\u00e9remment aujourd'hui ?  Oui, c'\u00e9tait Sales Excellence, le macro podcast.  Merci, Zener.  Tout le plaisir \u00e9tait pour moi.  Merci de m'avoir invit\u00e9.  Si vous avez appr\u00e9ci\u00e9 cet \u00e9pisode, abonnez-vous et partagez le podcast avec votre \u00e9quipe ou visitez-nous sur maguri.de ou maguri.be.  Et n'oubliez pas que vendre, c'est guider le client vers une d\u00e9cision.  Alors, \u00e0 la prochaine fois et bonne chance pour vendre en toute confiance.<\/p> <\/div> <\/div>","protected":false},"excerpt":{"rendered":"<p>Vous est-il d\u00e9j\u00e0 arriv\u00e9 de sortir d'une r\u00e9union avec un client en pleine forme, mais sans avoir sign\u00e9 de contrat ? C'est exactement ce qu'ont v\u00e9cu Claudia Sperling et Senne Vanwetswinkel<\/p>","protected":false},"author":179,"featured_media":4790,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[],"footnotes":""},"categories":[1],"tags":[],"class_list":["post-4786","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Podcast: \u201cGood talk\u201d \u2260 good sales! - Mercuri Belgium<\/title>\n<meta name=\"description\" content=\"Ever walked out of a client meeting feeling great, but without a signed deal? 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\u00a0So giving advice is good, of course, but selling means closing. \u00a0So Nora Roberts, a US author for romance novels said, if you don't ask the answers, always no. \u00a0So we all probably know stories where we initially did not dare to ask and then ended up after daring a fairy tale. \u00a0So in this episode, we'll look at why many salespeople get stuck in the consultant mode, what we believe really leads to closing, and what practical ideas you can implement right away to close more deals. \u00a0Many salespeople try to be well prepared. \u00a0They try to know the product, understand the customer, and deliver clear analysis. \u00a0And yet they still don't close the deal. \u00a0It's like being in a kind of trap because consulting is often a kind of excuse to avoid closing the deal. \u00a0So what we see in our training sessions when a certain difference is needed is that sales manager often says things like, I don't want to pressure them or I want to build trust first. \u00a0Or some even say the customers should decide for themselves. \u00a0Yeah, we see the same in our country. \u00a0Yeah, so consulting without a closing question is like a job interview where nobody talks about the salary. \u00a0In consultative sales, especially in B to B, it's also crucial to clearly guide the customer toward a decision. \u00a0Otherwise, we will spend forever consulting, and the competitor will close the deal while we still prepare the ten-spec sheet calculation for the customer. \u00a0Definitely. \u00a0So what, in your opinion, are the most common mistakes? \u00a0Often mistakes and therefore tips go in the direction of assertiveness. \u00a0For example, mistake number one, the customer will get in touch. \u00a0Yeah, reality, no, they usually don't. \u00a0Tip, follow up is no harassment. \u00a0It's customer service. \u00a0Exactly, because being respectfully assertive at the right moment is key. \u00a0Yeah, the next mistake is number two. \u00a0The customer says that they need more information. \u00a0Reality, often the amount of information is enough. \u00a0Everything you need is already there. \u00a0Tip, you don't need hundred percent certainty. \u00a0Eighty percent is enough to take a decision. \u00a0And so, from my point of view, the solution is right. \u00a0What are your concerns? \u00a0Could be a typical formulation. \u00a0Definitely. \u00a0And it comes down again to assertiveness. \u00a0Yeah. \u00a0And mistake number three, the thinking. \u00a0The customer makes emotional decisions, so I must not be too aggressive. \u00a0Reality, emotional decisions need clear guidance too. \u00a0Tip, use clear closing techniques. \u00a0Exactly. \u00a0And here is something we often forget. \u00a0Many customers are ready to commit. \u00a0They just need a little structure and guidance. \u00a0That is where what we call the moral pre-agreement comes in. \u00a0Right. \u00a0Like if then logic, we all know it from kids. \u00a0Mom, if I clean up my room, can I watch TV? \u00a0So they put us in this \u00a0pre-agreement, \u00a0so morally. \u00a0So it's instinctive. \u00a0And yet in sales, we hesitate to ask such clear questions. \u00a0Yes, that is so true. \u00a0So I advise people to try asking if we can fully meet the points you've just mentioned. \u00a0Would that mean we have a deal? \u00a0Or something like if a technical site checks out as well, would you be ready to sign? \u00a0Yeah, it's not pressure, it's clarity, you know. \u00a0It shows you're listening and confident. \u00a0And if the customer says, no, not yet, you can still ask, what else would you need to know or what else would need to be resolved? \u00a0That's still part of good consulting, but now with a direction. \u00a0Definitely. \u00a0And let's also not forget the psychological side here. \u00a0What I often see in my training and practice sessions is that salespeople enter the closing phase with something we call the wrong mindset. \u00a0Because what is your mindset when you start closing the deal? \u00a0Do you believe that you are cornering or bullying the customer? \u00a0Or do you look at the facts? \u00a0and you have a solution. \u00a0So by assertiveness, you are actually helping the customer solve this problem. \u00a0This is a different mindset. \u00a0And if you secretly hope that the customer will decide somehow on its own without you leading the way, I can tell you you've already lost. \u00a0Definitely. \u00a0So closing is no luck but part of selling. \u00a0We need to have the clear goal to close and to plan the closing techniques before. \u00a0But before we even use the closing techniques, we need to know what is the right moment. \u00a0Exactly. \u00a0And that's where closing signals come in. \u00a0So what kind of closing signals do you look for? \u00a0You \u00a0see, we distinguish between verbal and non-verbal signals. \u00a0Verbal can be things like, could you send me that in writing? \u00a0What would the next step internally be? \u00a0Or how long is a delivery time? \u00a0These are clear signs of interest. \u00a0Nonverbal signals could be something like the customer takes a proposal in their hands, they sit up straight and become visibly alert, or they start nodding while you speak, or they call it a colleague. \u00a0Yeah, and when we spot these verbal and nonverbal signals, it's time to stop consulting and start closing. \u00a0So don't add more complexity at that point here. \u00a0Don't keep over-explaining. \u00a0Instead, Help them to take a decision. \u00a0That is so true. \u00a0At Mercury Belgium, we train people to take control of this conversation by provoking these closing signals early with trial closes. \u00a0In a conversation, this would sound like, how does that sound so far to you? \u00a0Is this basically a solution that you would consider? \u00a0Shall we get this started together? \u00a0You see, this invites commitment rather than vague hope. \u00a0It's also signals readiness. \u00a0In addition, we have the chance to add or change our offer so that all the customer wishes. \u00a0are fulfilled before we start closing. \u00a0Yes, and once we see that readiness, here are a few techniques we use. \u00a0First, alternative question. \u00a0Would you like to start with option A or go straight to the larger solution B? \u00a0So this shifts the thinking from if to which one. \u00a0Or another technique is summarizing and silence. \u00a0Just summarize the key benefits and then be quiet. \u00a0Let the customer speak first. \u00a0And the third one, assumptive closing. \u00a0Use language that implies the decision is made. \u00a0So when would you like the first delivery? \u00a0Actually, this is very powerful because it builds momentum. \u00a0Definitely. \u00a0And what you're actually saying is that closing does not just happen. \u00a0It's actually a crucial part of successful sales process. \u00a0And to close successfully, you need a clear mindset. \u00a0That is where everything starts. \u00a0Position yourself as a solution provider with decision-making authority. \u00a0Be aware of closing signals and act on them. \u00a0Then you start planning your closing techniques purposefully. \u00a0Don't leave at the chance. \u00a0And most importantly, dare to use closing questions instead of vague hints. \u00a0And something that we as Mercury with all our training experience would like to advise you is that self-reflection is the key to success. \u00a0So please think about the following for yourself. \u00a0What was the last sales situation in which you gave advice but did not close the deal? \u00a0And what would you do differently today? \u00a0Yeah, that was Sales Excellence, the macro podcast. \u00a0Thank you, Zener. \u00a0The pleasure was all mine. \u00a0Thank you for having me. \u00a0So if you enjoy this episode, subscribe and share the podcast with your team or visit us at maguri.de or maguri.be. \u00a0And remember, selling means guiding the customer to a decision. \u00a0So until next time and good luck with your confident \u00a0selling.\",\"inLanguage\":\"fr-BE\"},\"inLanguage\":\"fr-BE\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Podcast: \u201cGood talk\u201d \u2260 good sales! - Mercuri Belgium","description":"Vous est-il d\u00e9j\u00e0 arriv\u00e9 de sortir d'une r\u00e9union avec un client en pleine forme, mais sans avoir sign\u00e9 de contrat ? 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\u00a0So giving advice is good, of course, but selling means closing. \u00a0So Nora Roberts, a US author for romance novels said, if you don't ask the answers, always no. \u00a0So we all probably know stories where we initially did not dare to ask and then ended up after daring a fairy tale. \u00a0So in this episode, we'll look at why many salespeople get stuck in the consultant mode, what we believe really leads to closing, and what practical ideas you can implement right away to close more deals. \u00a0Many salespeople try to be well prepared. \u00a0They try to know the product, understand the customer, and deliver clear analysis. \u00a0And yet they still don't close the deal. \u00a0It's like being in a kind of trap because consulting is often a kind of excuse to avoid closing the deal. \u00a0So what we see in our training sessions when a certain difference is needed is that sales manager often says things like, I don't want to pressure them or I want to build trust first. \u00a0Or some even say the customers should decide for themselves. \u00a0Yeah, we see the same in our country. \u00a0Yeah, so consulting without a closing question is like a job interview where nobody talks about the salary. \u00a0In consultative sales, especially in B to B, it's also crucial to clearly guide the customer toward a decision. \u00a0Otherwise, we will spend forever consulting, and the competitor will close the deal while we still prepare the ten-spec sheet calculation for the customer. \u00a0Definitely. \u00a0So what, in your opinion, are the most common mistakes? \u00a0Often mistakes and therefore tips go in the direction of assertiveness. \u00a0For example, mistake number one, the customer will get in touch. \u00a0Yeah, reality, no, they usually don't. \u00a0Tip, follow up is no harassment. \u00a0It's customer service. \u00a0Exactly, because being respectfully assertive at the right moment is key. \u00a0Yeah, the next mistake is number two. \u00a0The customer says that they need more information. \u00a0Reality, often the amount of information is enough. \u00a0Everything you need is already there. \u00a0Tip, you don't need hundred percent certainty. \u00a0Eighty percent is enough to take a decision. \u00a0And so, from my point of view, the solution is right. \u00a0What are your concerns? \u00a0Could be a typical formulation. \u00a0Definitely. \u00a0And it comes down again to assertiveness. \u00a0Yeah. \u00a0And mistake number three, the thinking. \u00a0The customer makes emotional decisions, so I must not be too aggressive. \u00a0Reality, emotional decisions need clear guidance too. \u00a0Tip, use clear closing techniques. \u00a0Exactly. \u00a0And here is something we often forget. \u00a0Many customers are ready to commit. \u00a0They just need a little structure and guidance. \u00a0That is where what we call the moral pre-agreement comes in. \u00a0Right. \u00a0Like if then logic, we all know it from kids. \u00a0Mom, if I clean up my room, can I watch TV? \u00a0So they put us in this \u00a0pre-agreement, \u00a0so morally. \u00a0So it's instinctive. \u00a0And yet in sales, we hesitate to ask such clear questions. \u00a0Yes, that is so true. \u00a0So I advise people to try asking if we can fully meet the points you've just mentioned. \u00a0Would that mean we have a deal? \u00a0Or something like if a technical site checks out as well, would you be ready to sign? \u00a0Yeah, it's not pressure, it's clarity, you know. \u00a0It shows you're listening and confident. \u00a0And if the customer says, no, not yet, you can still ask, what else would you need to know or what else would need to be resolved? \u00a0That's still part of good consulting, but now with a direction. \u00a0Definitely. \u00a0And let's also not forget the psychological side here. \u00a0What I often see in my training and practice sessions is that salespeople enter the closing phase with something we call the wrong mindset. \u00a0Because what is your mindset when you start closing the deal? \u00a0Do you believe that you are cornering or bullying the customer? \u00a0Or do you look at the facts? \u00a0and you have a solution. \u00a0So by assertiveness, you are actually helping the customer solve this problem. \u00a0This is a different mindset. \u00a0And if you secretly hope that the customer will decide somehow on its own without you leading the way, I can tell you you've already lost. \u00a0Definitely. \u00a0So closing is no luck but part of selling. \u00a0We need to have the clear goal to close and to plan the closing techniques before. \u00a0But before we even use the closing techniques, we need to know what is the right moment. \u00a0Exactly. \u00a0And that's where closing signals come in. \u00a0So what kind of closing signals do you look for? \u00a0You \u00a0see, we distinguish between verbal and non-verbal signals. \u00a0Verbal can be things like, could you send me that in writing? \u00a0What would the next step internally be? \u00a0Or how long is a delivery time? \u00a0These are clear signs of interest. \u00a0Nonverbal signals could be something like the customer takes a proposal in their hands, they sit up straight and become visibly alert, or they start nodding while you speak, or they call it a colleague. \u00a0Yeah, and when we spot these verbal and nonverbal signals, it's time to stop consulting and start closing. \u00a0So don't add more complexity at that point here. \u00a0Don't keep over-explaining. \u00a0Instead, Help them to take a decision. \u00a0That is so true. \u00a0At Mercury Belgium, we train people to take control of this conversation by provoking these closing signals early with trial closes. \u00a0In a conversation, this would sound like, how does that sound so far to you? \u00a0Is this basically a solution that you would consider? \u00a0Shall we get this started together? \u00a0You see, this invites commitment rather than vague hope. \u00a0It's also signals readiness. \u00a0In addition, we have the chance to add or change our offer so that all the customer wishes. \u00a0are fulfilled before we start closing. \u00a0Yes, and once we see that readiness, here are a few techniques we use. \u00a0First, alternative question. \u00a0Would you like to start with option A or go straight to the larger solution B? \u00a0So this shifts the thinking from if to which one. \u00a0Or another technique is summarizing and silence. \u00a0Just summarize the key benefits and then be quiet. \u00a0Let the customer speak first. \u00a0And the third one, assumptive closing. \u00a0Use language that implies the decision is made. \u00a0So when would you like the first delivery? \u00a0Actually, this is very powerful because it builds momentum. \u00a0Definitely. \u00a0And what you're actually saying is that closing does not just happen. \u00a0It's actually a crucial part of successful sales process. \u00a0And to close successfully, you need a clear mindset. \u00a0That is where everything starts. \u00a0Position yourself as a solution provider with decision-making authority. \u00a0Be aware of closing signals and act on them. \u00a0Then you start planning your closing techniques purposefully. \u00a0Don't leave at the chance. \u00a0And most importantly, dare to use closing questions instead of vague hints. \u00a0And something that we as Mercury with all our training experience would like to advise you is that self-reflection is the key to success. \u00a0So please think about the following for yourself. \u00a0What was the last sales situation in which you gave advice but did not close the deal? \u00a0And what would you do differently today? \u00a0Yeah, that was Sales Excellence, the macro podcast. \u00a0Thank you, Zener. \u00a0The pleasure was all mine. \u00a0Thank you for having me. \u00a0So if you enjoy this episode, subscribe and share the podcast with your team or visit us at maguri.de or maguri.be. \u00a0And remember, selling means guiding the customer to a decision. \u00a0So until next time and good luck with your confident \u00a0selling.","inLanguage":"fr-BE"},"inLanguage":"fr-BE"}]}},"_links":{"self":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/posts\/4786","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/users\/179"}],"replies":[{"embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/comments?post=4786"}],"version-history":[{"count":2,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/posts\/4786\/revisions"}],"predecessor-version":[{"id":4789,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/posts\/4786\/revisions\/4789"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/media\/4790"}],"wp:attachment":[{"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/media?parent=4786"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/categories?post=4786"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mercuri.be\/fr\/wp-json\/wp\/v2\/tags?post=4786"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}