NOS ACTUALITÉS

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


Objectifs

pédagogiques


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


NOS ACTUALITÉS

Le CPF (compte personnel de formation) et le DIF (droit individuel à la formation)

Posted on August 1, 2016 at 6:10 AM

Le CPF (compte personnel de formation) remplace le DIF (droit individuel à la formation) pour les salariés du secteur privé, les apprentis et les personnes à la recherche d'un emploi depuis le 1er janvier 2015.

Les heures CPF sont créditées automatiquement chaque année en fonction de votre activité professionnelle de l'année qui précède.

Les heures de DIF acquises jusqu'au 31 décembre 2014 restent utilisables dans le cadre du CPF, il suffit de les saisir sur votre compte.

Le financement des formations proposées dans le cadre du CPF peuvent inclure des heures DIF, CPF ainsi que des compléments.

Le CPF (compte personnel de formation) est ouvert à toute personne d’au moins 16 ans (15 ans pour les jeunes ayant conclu un contrat d’apprentissage).

Pour acquérir des heures, il faut être ou avoir été salarié du secteur privé ou agricole. Les heures sont inscrites automatiquement dans le compte d’heures.

C’est vous qui disposez de ce crédit d’heures, quel que soit votre situation : salarié, ou à la recherche d’emploi. Ces heures ne sont jamais perdues, même si votre situation change (changement d’employeur, par exemple) perte d’emploi.

Ce nombre d’heures de formation vous permet d’accéder à une formation, répertoriée sur une liste et vous permettant d’acquérir une qualification, une certification…

Le DIF est lié à l’existence d’un contrat de travail aussi bien à durée indéterminée qu’à durée déterminée. Il faut donc être salarié pour y avoir droit. Les salariés du secteur public en bénéficient toujours, hors dispositif CPF.

La gestion des heures de DIF dans l’entreprise était de la responsabilité de l’employeur.

Il vous est possible d'utiliser vos heures de DIF (acquises avant le 31 décembre 2014) pour effectuer des formations dans le cadre du compte personnel de formation jusqu'au 31 décembre 2020.


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