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Le CABA plus fort que le CAB

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Ceci est une présentation du CABA, une technique enseignée dans les formations de Teleperformance Academy France qui va plus loin que celle du CAB, la technique de vente trop souvent mal utilisée... Pour en savoir plus : http://tpacademy-blog.fr/cab-technique-vente-mal-utilisee/

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Le CABA plus fort que le CAB

  1. 1. Teleperformance France Academy -Le CABA-2016_v1 Le CABA
  2. 2. Teleperformance France Academy -Le CABA-2016_v1 Grâce au CABA Vous… 2 … SAUREZ TOUT SUR :  La méthode de vente la plus utilisée … SEREZ CAPABLES :  D’imaginer à la place de votre client … SEREZ EN MESURE :  Rebondir avec des arguments pertinents auprès de vos clients
  3. 3. Teleperformance France Academy -Le CABA-2016_v1 3 Comment comprendre le CAB? En travaillant le CABA
  4. 4. Teleperformance France Academy -Le CABA-2016_v1 4 Techniques de vente : Le CABA « Vous qui ….» Caractéristique Avantage Bénéfice Général Bénéfice pArticulier C’est utiliser des arguments généraux pour situer le produit/le service dans le contexte. « C'est fait de ….» Il s’agit de mettre en avant l’avantage de ce qu'apporte de manière générale la caractéristique mentionnée. « Ce qui permet de ….» Avantage qui répond aux situations des clients. « Ce qui vous permet de ….» Avantage qui répond exactement à la situation du client et à sa personnalité
  5. 5. Teleperformance France Academy -Le CABA-2016_v1 5
  6. 6. Teleperformance France Academy -Le CABA-2016_v1 6 Caractéristiques Avantages Bénéfice général Enceinte Power music Connexion Bluetooth puissance 20 watt « Permet de vous brancher sans fil » « Ce qui vous permet d’écouter la musique dans toutes les pièces de votre maison »
  7. 7. Teleperformance France Academy -Le CABA-2016_v1 7 Parfait, si ce client voulait se promener il sera conquis ;) mais si ce n’est pas le cas, il cherchera un autre modèle. Si vous souhaiter séduire Mr Pignon, utiliser le CABA :
  8. 8. Teleperformance France Academy -Le CABA-2016_v1 8
  9. 9. Teleperformance France Academy -Le CABA-2016_v1 9 Caractéristiques Avantages Bénéfice général Bénéfice pArticulier Enceinte Power music Connexion Bluetooth puissance 20 watt « Permet de vous brancher sans fil » « Ce qui vous permet d’écouter la musique dans toutes les pièces de votre maison » « vous qui m’avait dit adorer écouter de la musique lors de votre douche matinale, vous pourrez installer le power musicn’ importe où dans votre salle de bain sans avoir besoin de prise. »
  10. 10. Teleperformance France Academy -Le CABA-2016_v1 10 Travailler le CABA permet de: - Mieux comprendre le CAB - Force les vendeurs à réaliser un questionnement plus personnalisé en amont. Donc si un vendeur rencontre 15 clients dans sa journée pour un même produit, il aura donc fait 15 Bénéfices pArticulier dans sa journée.
  11. 11. Teleperformance France Academy -Le CABA-2016_v1 11 Bonne continuation 

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