{"id":42444,"date":"2020-10-15T09:00:06","date_gmt":"2020-10-15T07:00:06","guid":{"rendered":"https:\/\/www.codeur.com\/blog\/?p=42444"},"modified":"2025-09-11T17:05:24","modified_gmt":"2025-09-11T15:05:24","slug":"signes-prospect-pret-achat","status":"publish","type":"post","link":"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/","title":{"rendered":"8 signes que votre prospect est pr\u00eat \u00e0 acheter"},"content":{"rendered":"<p><em>\u201cIl faut battre le fer tant qu\u2019il est chaud\u00a0!\u201d.<\/em><br \/>\nUn prospect pr\u00eat \u00e0 l\u2019achat envoie des signaux clairs. Il est important de les identifier pour mieux conclure une vente. Voici 8 signes qui indiquent que la signature du contrat est imminente&#8230;<\/p>\n<h2>1. L&#8217;absence d&#8217;objection<\/h2>\n<p><em>\u00ab Qui ne dit mot, consent\u00a0! \u00bb.<\/em><br \/>\nPremier signe pour reconna\u00eetre un prospect pr\u00eat \u00e0 l&#8217;achat\u00a0? Il ne va pas \u00e0 l&#8217;encontre de vos arguments.<br \/>\nLes consommateurs ont souvent des freins ou objectifs face \u00e0 un discours de vente. Cependant, lorsqu&#8217;un prospect se met \u00e0 faire des commentaires positifs, il indique un int\u00e9r\u00eat accru pour votre produit ou service. Il peut utiliser des phrases comme\u00a0: <em>&#8220;C&#8217;est int\u00e9ressant&#8221;<\/em> ou <em>\u201cJe comprends ce que vous voulez dire\u201d<\/em> ou encore plus clairement <em>&#8220;Nous pourrions utiliser \u00e7a&nbsp;!\u201d.<\/em><\/p>\n<h2>2. Le prospect pose beaucoup de questions<\/h2>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-42446\" src=\"https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/commercial.jpg\" alt=\"prospect\" width=\"700\" height=\"467\" srcset=\"https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/commercial.jpg 700w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/commercial-300x200.jpg 300w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/commercial-370x247.jpg 370w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/commercial-270x180.jpg 270w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/commercial-570x380.jpg 570w\" sizes=\"(max-width: 700px) 100vw, 700px\" \/><br \/>\nSi un prospect peu bavard est un bon signe, celui qui pose sans cesse des questions pr\u00e9sente \u00e9galement un int\u00e9r\u00eat pour votre produit. Il veut simplement s&#8217;assurer de l\u2019utilit\u00e9 de l\u2019investissement qu&#8217;il est sur le point de faire.<br \/>\nEt ces questions peuvent varier et concerner&nbsp;:<\/p>\n<ul>\n<li>Le prix, le processus de livraison.<\/li>\n<li>Les fonctionnalit\u00e9s du produit, les options li\u00e9es au service, des garanties.<\/li>\n<li>Un r\u00e9capitulatif de votre discours.<\/li>\n<li>Une clarification de vos arguments.<\/li>\n<\/ul>\n<p>Le prospect peut \u00e9galement demander une d\u00e9monstration ou parler \u00e0 un de vos clients. Cela est un signe ind\u00e9niable de son envie d&#8217;achat.<\/p>\n<h2>3. L\u2019insatisfaction de son prestataire actuel<\/h2>\n<p>Vous n\u2019aimez pas parler de la concurrence, mais ce n&#8217;est pas toujours le cas des prospects. Sp\u00e9cialement, si le concurrent est leur prestataire actuel.<br \/>\nLorsqu\u2019un prospect vous parle de probl\u00e8mes avec d&#8217;anciens ou actuels fournisseurs, vous avez forc\u00e9ment une carte \u00e0 jouer\u00a0! Sans d\u00e9nigrer votre concurrent, profitez-en pour rassurer le client en appuyant sur vos diff\u00e9rences et forces.<br \/>\nL&#8217;id\u00e9al reste d&#8217;analyser ses points de douleurs pour lui offrir une meilleure solution. Pr\u00e9sentez les aspects qui font de votre produit ou service, une meilleure alternative.<\/p>\n<h2>4. Le mot \u201coui\u201d qui revient souvent suite \u00e0 votre argumentation<\/h2>\n<p><em>\u201cOui\u201d<\/em>, <em>\u201cD\u2019accord\u201d<\/em>, <em>\u201cJ\u2019ai compris\u201d<\/em>\u2026 toutes les expressions positives restent bonnes \u00e0 prendre pendant un entretien de vente. Elles indiquent que votre interlocuteur est proche de la conversion.<br \/>\nEn acquies\u00e7ant \u00e0 tous vos arguments, le prospect montre qu\u2019il a foi en votre offre, qu\u2019il vous respecte et qu\u2019il a confiance en votre produit ou service.<\/p>\n<h2>5. Les signaux corporels sont positifs<\/h2>\n<p><img decoding=\"async\" class=\"aligncenter size-full wp-image-42447\" src=\"https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/prospect.jpg\" alt=\"prospect\" width=\"700\" height=\"467\" srcset=\"https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/prospect.jpg 700w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/prospect-300x200.jpg 300w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/prospect-370x247.jpg 370w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/prospect-270x180.jpg 270w, https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/prospect-570x380.jpg 570w\" sizes=\"(max-width: 700px) 100vw, 700px\" \/><br \/>\nLa parole n\u2019est pas le seul moyen d\u2019exprimer son aptitude \u00e0 l&#8217;achat. La communication gestuelle r\u00e9v\u00e8le aussi de nombreuses informations sur son \u00e9tat d&#8217;esprit.<br \/>\nPendant votre entretien, analysez son comportement\u00a0:<\/p>\n<ul>\n<li>Un hochement de t\u00eate en dit long\u00a0: de haut en bas, il acquiesce\u00a0; de gauche \u00e0 droite, il n\u2019est pas d\u2019accord (c\u2019est le moment de chercher \u00e0 comprendre pourquoi\u00a0!).<\/li>\n<li>Un rapprochement de la table signifie qu\u2019il est particuli\u00e8rement concentr\u00e9 sur vos paroles.<\/li>\n<li>S\u2019il d\u00e9croise les bras\/les jambes, c\u2019est qu\u2019il s\u2019ouvre \u00e0 la conversation.<\/li>\n<li>Un sourire ou un d\u00e9bit de parole \u00e9lev\u00e9 indique qu\u2019il est enthousiaste.<\/li>\n<\/ul>\n<p>Et si votre prospect sort la calculette, c\u2019est qu\u2019il est pr\u00eat \u00e0 calculer l\u2019investissement (et son retour). Il est donc tr\u00e8s proche de la signature\u2026<\/p>\n<h2>6. Le prospect se projette dans le futur avec vous<\/h2>\n<p><em>\u201cDans\u00a0l\u2019hypoth\u00e8se de\u2026\u201d<\/em>, <em>\u201cSi\u00a0nous faisions affaire\u201d<\/em>, <em>\u201cAu cas o\u00f9\u2026\u201d<\/em>, <em>\u201cImaginons\u00a0que\u2026\u201d<\/em>.<br \/>\nVoil\u00e0 des expressions qui prouvent que le prospect s&#8217;imagine d\u00e9j\u00e0 avec votre produit ou service.<br \/>\nPar ailleurs, s\u2019il s&#8217;informe sur les prochaines \u00e9tapes, demande une d\u00e9monstration ou commande un \u00e9chantillon, c\u2019est qu\u2019il souhaite vraiment travailler avec vous. Il a seulement d\u2019\u00e9l\u00e9ments d\u2019assurance et de confiance au pr\u00e9alable.<\/p>\n<h2>7. Une attitude tactile avec le produit<\/h2>\n<p>Un prospect qui manipule le produit, le retourne, le teste est forc\u00e9ment tr\u00e8s int\u00e9ress\u00e9. En g\u00e9n\u00e9ral, il cherche \u00e0 se l\u2019approprier et v\u00e9rifier certains de vos arguments. Cela montre qu&#8217;il est pr\u00eat \u00e0 acheter.<br \/>\nVous pouvez passer \u00e0 la prochaine \u00e9tape\u00a0: discuter du contrat.<\/p>\n<h2>8. Il veut conna\u00eetre les termes du contrat<\/h2>\n<p>C&#8217;est l&#8217;\u00e9tape ultime avant la conclusion d\u2019une vente. Le prospect qui s\u2019interroge sur les termes du contrat s&#8217;est d\u00e9j\u00e0 fait \u00e0 l\u2019id\u00e9e d&#8217;acheter votre produit et veut d\u00e9marrer la n\u00e9gociation.<br \/>\nLes discussions peuvent d\u00e9sormais tourner autour du <a href=\"https:\/\/www.codeur.com\/blog\/repondre-client-offre-trop-chere\/\">prix<\/a>, des d\u00e9lais, des garanties, de l\u2019engagement\u2026<\/p>\n<p>Inutile d\u2019investir dans une boule de cristal pour d\u00e9tecter un prospect pr\u00eat \u00e0 investir. Apprenez \u00e0 reconna\u00eetre ses signaux et vous parviendrez \u00e0 conclure vos ventes plus facilement\u00a0!<br \/>\nBesoin d&#8217;aide pour prospecter&nbsp;? Pour r\u00e9diger vos contrats commerciaux&nbsp;? Pour cr\u00e9er votre site internet&nbsp;? Pour mener votre strat\u00e9gie marketing&nbsp;? Des milliers de freelances vous attendent sur Codeur.com&nbsp;! <a href=\"https:\/\/www.codeur.com\/fonctionnement-codeur\">Postez votre projet en quelques clics<\/a> pour recevoir leurs devis.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cIl faut battre le fer tant qu\u2019il est chaud\u00a0!\u201d. Un prospect pr\u00eat \u00e0 l\u2019achat envoie des signaux clairs. Il est important de les identifier pour mieux conclure une vente. Voici 8 signes qui indiquent que la signature du contrat est imminente&#8230; 1. L&#8217;absence d&#8217;objection \u00ab Qui ne dit mot, consent\u00a0! \u00bb. Premier signe pour reconna\u00eetre [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":42445,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[10],"tags":[39],"class_list":["post-42444","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vente","tag-conseils"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>8 signes que votre prospect est pr\u00eat \u00e0 acheter<\/title>\n<meta name=\"description\" content=\"\u201cIl faut battre le fer tant qu\u2019il est chaud\u00a0!\u201d. Un prospect pr\u00eat \u00e0 l\u2019achat envoie des signaux clairs. 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Il est important de les identifier pour mieux\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/\" \/>\n<meta property=\"og:site_name\" content=\"Codeur.com\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/fr-fr.facebook.com\/codeurfreelance\/\" \/>\n<meta property=\"article:published_time\" content=\"2020-10-15T07:00:06+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-09-11T15:05:24+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/achat-prospect.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1024\" \/>\n\t<meta property=\"og:image:height\" content=\"618\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Thomas Lazzaroni\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@totolazza\" \/>\n<meta name=\"twitter:site\" content=\"@codeur\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Thomas Lazzaroni\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/\"},\"author\":{\"name\":\"Thomas Lazzaroni\",\"@id\":\"https:\/\/www.codeur.com\/blog\/#\/schema\/person\/cc3b0a678aeffcae19ecc599eaf679e5\"},\"headline\":\"8 signes que votre prospect est pr\u00eat \u00e0 acheter\",\"datePublished\":\"2020-10-15T07:00:06+00:00\",\"dateModified\":\"2025-09-11T15:05:24+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/\"},\"wordCount\":840,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.codeur.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/achat-prospect.jpg\",\"keywords\":[\"Conseils\"],\"articleSection\":[\"Vente\"],\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/\",\"url\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/\",\"name\":\"8 signes que votre prospect est pr\u00eat \u00e0 acheter\",\"isPartOf\":{\"@id\":\"https:\/\/www.codeur.com\/blog\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.codeur.com\/blog\/signes-prospect-pret-achat\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.codeur.com\/blog\/wp-content\/uploads\/2020\/10\/achat-prospect.jpg\",\"datePublished\":\"2020-10-15T07:00:06+00:00\",\"dateModified\":\"2025-09-11T15:05:24+00:00\",\"description\":\"\u201cIl faut battre le fer tant qu\u2019il est chaud\u00a0!\u201d. 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