{"id":3770,"date":"2022-09-21T12:40:39","date_gmt":"2022-09-21T12:40:39","guid":{"rendered":"https:\/\/mercuri.be\/?post_type=success-story&p=3770"},"modified":"2023-05-02T14:30:59","modified_gmt":"2023-05-02T14:30:59","slug":"wilo-mercuri-international","status":"publish","type":"success-story","link":"https:\/\/mercuri.be\/fr\/exemples-de-reussites\/wilo-mercuri-international\/","title":{"rendered":"Wilo & Mercuri International"},"content":{"rendered":"

Une offre plus compl\u00e8te gr\u00e2ce \u00e0 une formation sur mesure, motivante et pr\u00eate \u00e0 l'emploi.<\/span><\/h2>\n\n\n\n

Le groupe Wilo est l'un des principaux fournisseurs mondiaux de pompes et de syst\u00e8mes de pompage de haute qualit\u00e9 pour les march\u00e9s du cycle de l'eau, de l'industrie et de la construction r\u00e9sidentielle.

Nous avons parl\u00e9 \u00e0 Nicolas Zennaro, directeur des ventes pour France Industry\/EMO\/Water Cycle\/Caribbean\/Guyana, des d\u00e9fis auxquels sont confront\u00e9s ses vendeurs et de la mani\u00e8re dont la collaboration avec Mercuri International l'a aid\u00e9 \u00e0 passer d'une \"vente de produits\" \u00e0 une vente de valeur. <\/h4>\n\n\n\n
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Le client dit :<\/span><\/p>\n\n\n\n

\"La formation a \u00e9t\u00e9 dispens\u00e9e dans le contexte d'un changement majeur des normes et de l'organisation de nos clients.<\/span><\/p>

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\"Tr\u00e8s bonne exp\u00e9rience qui me permet de cibler mes points d'am\u00e9lioration et change ma vision sur une visite client\".<\/span><\/p><\/blockquote>\n<\/div>\n\n\n\n

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\"Le<\/figure><\/div>\n\n\n\n

Le d\u00e9fi<\/p>\n\n\n\n

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L'environnement d'achat \u00e9volue, ce qui a rendu n\u00e9cessaire la r\u00e9flexion sur une approche commerciale sp\u00e9cifique permettant \u00e0 Wilo de se distinguer de la concurrence. En outre, l'entreprise se concentre sur le d\u00e9veloppement de trois domaines diff\u00e9rents : Equipement<\/strong>Les syst\u00e8mes de renseignement embarqu\u00e9s et l'utilisation de la technologie de l'information outils num\u00e9riques<\/strong>, Services associ\u00e9s<\/strong> (assistance, maintenance, services divers, etc.) : \" Full Liner Service \" et \" Preferred Solution Partner \".<\/p>\n<\/div>\n\n\n\n

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\"L'objectif\"<\/figure><\/div>\n\n\n\n

L'objectif<\/p>\n\n\n\n

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Les vendeurs ont tendance \u00e0 passer rapidement sur les pr\u00e9sentations de produits et \u00e0 anticiper. les besoins des clients<\/strong>parfois m\u00eame avant qu'ils ne puissent vraiment les exprimer. L'id\u00e9e de cette formation \u00e9tait donc d'aider les vendeurs \u00e0 passer de l'\u00e9tat d'esprit \u00e0 l'\u00e9tat d'esprit. \"la vente de produits\" \u00e0 la \"valeur<\/strong> vente\"<\/strong>Ce qui leur permet de rendre l'offre plus compl\u00e8te.<\/p>\n<\/div>\n\n\n\n

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\"La<\/figure><\/div>\n\n\n\n

La solution<\/p>\n\n\n\n

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Le soutien de Mercuri International s'est concr\u00e9tis\u00e9 sous la forme de plusieurs sessions de formation de deux jours<\/strong>. Afin de vendre de la valeur et r\u00e9pondre aux besoins du client<\/strong> Dans la mesure du possible, les trois points suivants doivent \u00eatre pris en compte et int\u00e9gr\u00e9s. Ce sont les \u00e9l\u00e9ments qui ont structur\u00e9 l'approche du s\u00e9minaire que nous avons construit : IDENTIFIER<\/strong> les besoins et SELECTIONNER<\/strong> valeurs, QUANTIFIER<\/strong> et D\u00c9MONTRER<\/strong>, DEMANDE<\/strong> validation<\/p>\n<\/div>\n\n\n\n

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POUR COMMENCER<\/h5>\n\n\n\n

VOYEZ CE QUE MERCURI PEUT FAIRE POUR VOUS<\/h2>\n\n\n\n

Nous nous soucions de vos ventes. Si vous souhaitez en savoir plus sur la mani\u00e8re dont nous pouvons vous aider, n'h\u00e9sitez pas \u00e0 nous contacter.<\/p>\n\n\n\n

Contactez nous<\/a><\/div>\n<\/div><\/div>\n\n<\/div><\/div>
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<\/p>","protected":false},"excerpt":{"rendered":"

D\u00e9couvrez comment Wilo, l'un des principaux fournisseurs de pompes et de syst\u00e8mes de pompage, a appris, gr\u00e2ce \u00e0 une formation sur mesure, motivante et pr\u00eate \u00e0 l'emploi, \u00e0 vendre de la valeur et pas seulement le prix de sa solution. <\/p>","protected":false},"featured_media":3834,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"sector":[],"country":[],"class_list":["post-3770","success-story","type-success-story","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"\nWilo & Mercuri International : learning how selling value - Mercuri Belgium<\/title>\n<meta name=\"description\" content=\"Discover how Wilo shifted from product to solution provider with user-friendly training, enhancing value proposition for pumps and systems.\" \/>\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\/exemples-de-reussites\/wilo-mercuri-international\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Wilo & Mercuri International : learning how selling value - 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