Objectifs pédagogiques de la formation Vente en magasin de luxe

Valoriser sa présentation pour optimiser l'image de la marque et de son point de vente

Acquérir les attitudes et les techniques de communication adaptées à l'univers du luxe

Mieux connaître la clientèle pour établir une relation « sur-mesure »

Maîtriser les enjeux de la vente dans un environnement de rêve pour fidéliser la clientèle

Maîtriser et perfectionner toutes les étapes d'un entretien de vente



L'accueil de la clientèle haut de gamme : Rappel des fondamentaux

Rappel des différentes étapes et principes à respecter pour offrir un accueil haut de gamme

L'attente de la clientèle et la prise en compte des attentes du client CSP++

La prise en charge du client

La considération et l'impression d'être unique

L'attitude et les gestes du vendeur haut de gamme

Focus sur la prise en charge de la clientèle étrangère : Qui sont vos clients ? Stéréotypes et conséquences

L'esprit de la vente en magasin haut de gamme / luxe

Les grandes étapes de la vente

La rencontre / La découverte / L'argumentation et la présentation de l'offre

La vente / La conclusion / La prise de congé

Savoir communiquer dans le cadre d'un entretien de vente dans l'univers du luxe

Contrôler mes attitudes, la gestuelle, l'observation et la synchronisation

Créer un climat de confiance et développer mon empathie, déterminer les distances à conserver avec mon client

Écouter son client pour mieux le connaître et découvrir son univers

S'affirmer pour être moins passif, engager le client : Renforcer mon assertivité grâce à quelques repères

Savoir travailler le contact et la relation client tout en conduisant son plan de vente

Construire et conduire un entretien de vente en magasin 

Oser questionner grâce aux techniques de questionnement : Découvrir les besoins d'un client

Les questions de contrôle et la force du compliment

Être force de proposition sur le bon produit et au bon moment

L'approche ventes complémentaire : Oser proposer naturellement

Repérer les signaux et les freins à l'achat

Établir sa liste d'arguments en tenant compte de leur genre et de leur impact

Sélectionner et classer ses arguments méthodiquement

Concevoir une argumentation claire et concise

Choisir les arguments et adapter sa stratégie selon les motivations d'achat et la nationalité du client

Préparer le terrain aux objections (L'argumentation source principale de l'objection)

Les différents types d'objections

Les techniques de réfutation des objections

La conclusion et l'acte d'achat

Saisir le moment propice pour engager le client vers l'achat

Convaincre avec confiance, assurance et enthousiasme

La prise de congé

Profiter de la vente pour fidéliser le client, s'assurer de sa satisfaction

L'accompagnement jusqu'à son départ, même après le passage en caisse

JOURNÉE COMPLEMENTAIRE _ OPTION : Comportements et relations face à une clientèle étrangère

Nuances incontournables dans le verbal et le non-verbal

La communication : Mots, comportements, rituels et symboles

La proxémique : distance vs. proximité

Améliorer la conversation en évitant les malentendus

Les messages implicites et explicites

Cultures comparées & Traits de caractères



Posted on July 10, 2017 at 10:50 AM

Le Directeur commercial élabore la politique commerciale de l’entreprise dans le respect de la stratégie définie avec la direction générale et des budgets fixés.

Le directeur commercial suit et contrôle les mises en œuvre sur le terrain.

Il travaille en étroite collaboration avec le directeur marketing.

Dans les PME, le PDG cumule souvent les trois fonctions : direction générale, direction marketing, direction commerciale.

Le directeur commercial manage les équipes commerciales , il gère et contrôle l’ensemble des moyens

commerciaux. Il conduit les négociations commerciales importantes.

Objectifs de la formation de perfectionnement Directeur commercial :

- Se former aux apports du digital dans la stratégie et le plan d'action commercial

- Parfaire la formation en management des équipes commerciales

Public visé par la formation Directeur commercial :

Le programme de perfectionnement Directeur commercial s’adresse :

- aux commerciaux qui veulent évoluer vers un poste de directeur commercial

- aux directeurs des ventes qui veulent étudier l'impact du digital dans la vente

- aux dirigeants d'entreprises qui cumulent leurs fonctions de direction d'entreprise avec celles de directeur commercial

Formateurs de la formation Directeur commercial :

Les experts qui ont enregistré les formations du programme Directeur commercial sont des spécialistes :

- du développement commercial

- du digital que ce soit pour le commerce B to B ou pour la vente en magasins

- du management des individus et des équipes

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