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

votre projet d'entreprise

Posted on December 30, 2016 at 11:55 AM
Blue Highland Partners &Development Formalise et rend opérationnel votre projet d'entreprise, en 3 étapes : 1- Synthèse des grandes étapes d'évolution de votre entreprise 2- Analyse des spécificités des marchés sur lesquels elle intervient et se positionne : Raison d'être : Coeur de métier et compétences spécifiques, produits et services proposés. Environnement : Caractéristiques qualitatives et chiffrées de ses marchés, évolutions récentes et perspectives. Clientèles et concurrences. Contexte juridique en cours et à venir. Positionnement : Marchés d'implantation et clientèles-cibles, collaborations et partenariats engagés. Evolution des réalisations, de la part de marché. Analyse de la satisfaction-clients, de la notoriété et de l'image. Valeurs (éthiques). Objectifs internes et externes de consolidation et de croissance, choix stratégiques : Raisons et bénéfices attendus, management. Plans de communication interne et externe. Ressources (humaines et financières) : Compétences et budgets disponibles, plans de formation et de valorisation. 3- Présentation du projet d'entreprise aux intervenants Recherche de la plus grande adhésion aux projets de l'entreprise : Raison d'être, environnement et positionnement actualisés : Analyse matricielle "opportunités/menaces - forces/points d'amélioration". Nécessaire réactivité de l'entreprise face aux évolutions des marchés : Evaluation et synthèse des risques (menaces et points d'amélioration) Objectifs internes et externes de consolidation et de croissance, choix stratégiques : Actions correctrices internes : Rôle primordial des ressources humaines, première ressource de l'entreprise. Investissement individuel obligatoire et satisfaction des clients. Compétences et budgets disponibles, plans de formation et de valorisation. Plans d'action face aux menaces externes : Réorganisation anticipative, délais de mise en oeuvre, management et reporting. Stratégie de croissance externe : Raisons et bénéfices attendus. Plans de communication interne et externe. Compétences et budgets disponibles, plans de formation et de valorisation. MODULE OPTIONNEL : Management du projet d'entreprise : Analyse des profils et des ambitions individuels, synthèse et mesure de leur adéquation aux projets de l'entreprise : "Mon profil est-il en adéquation avec les attentes de l'entreprise et réciproquement ?". Constitution d'équipes-projets, recrutement de talents complémentaires. Contrôle de l'efficacité des procédures de reporting pour le suivi des engagements. Réalisation des supports de communication interne et externe. Ecole de vente-négociation (en partenariat), et séminaires originaux du Tao et du Zen dans les affaires Accompagnement des dirigeants dans leurs démarches internes (GRH) et externes : rapprochement, recherche de financements. Suivi des niveaux de satisfaction de la clientèle et des salariés. Gestion des ressources humaines (en partenariat avec une DRH free-lance). Mise en place d'une politique de valorisation "à l'objectif", individuel et par équipe Conception et réalisation de programmes de formation continue pour mettre en forme les objectifs et les moyens négociés, mais aussi suivi des résultats par un planning annuel

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