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3s: Le Système de vente durable: Pourquoi gagner la discussion peut tout de même vous faire perdre le client.
Paperback
Publisher: Independently Published
Published: Jun 19 2026
Pages: 306
Weight: 0.91
Height: 0.64 Width: 6.00 Depth: 9.00
Language: French
De nombreux livres sur la vente enseignent comment gagner la discussion. Mais que se passe-t-il si vous gagnez la discussion tout en perdant le client ?
3S: Le Système de vente durable propose une alternative concrète à la vente manipulatrice qui cherche à conclure à tout prix. Son principe est simple: aidez les gens à acheter ce qui correspond réellement à leur situation, et une transaction peut devenir le point de départ d'achats répétés, de recommandations et de relations commerciales durables.
S'appuyant sur l'économie comportementale, des cas réels et des années d'expérience de terrain, Roman Petrov explique:
- pourquoi les objections sont des signaux plutôt que des obstacles;
- comment distinguer l'acheteur, l'utilisateur, le payeur et le décideur;
- pourquoi la prospection à froid indifférenciée coûte souvent plus qu'elle ne rapporte;
- comment vendre des services et des produits difficiles à évaluer avant l'achat;
- comment construire un système commercial capable de croître sans épuiser les équipes.
Pas de formules magiques ni de scripts universels. Ce livre présente une manière de vendre fondée sur l'honnêteté, la confiance, l'adéquation aux besoins et la résolution réelle des problèmes du client.
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