{"id":112659,"date":"2026-08-14T06:35:00","date_gmt":"2026-08-14T10:35:00","guid":{"rendered":"https:\/\/isarta.com\/infos\/?p=112659"},"modified":"2026-08-18T10:21:58","modified_gmt":"2026-08-18T14:21:58","slug":"4-conseils-pour-developper-son-pouvoir-dintention-5-3-6-12-3-27-carriere-10","status":"publish","type":"post","link":"https:\/\/isarta.com\/infos\/4-conseils-pour-developper-son-pouvoir-dintention-5-3-6-12-3-27-carriere-10\/","title":{"rendered":"Diff\u00e9rence entre un vendeur \u00ab\u2009qui pousse\u2009\u00bb et \u00ab\u2009qui comprend\u2009\u00bb : l\u2019approche qui transforme vos r\u00e9sultats"},"content":{"rendered":"<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" width=\"1024\" height=\"682\" src=\"https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054-1024x682.jpg\" alt=\"\" class=\"wp-image-112669\" srcset=\"https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054-1024x682.jpg 1024w, https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054-300x200.jpg 300w, https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054-768x512.jpg 768w, https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054-272x182.jpg 272w, https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054-1200x800.jpg 1200w, https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054.jpg 1280w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n<p>14 ao\u00fbt 2026<\/p>\n<p><strong><strong><a rel=\"noreferrer noopener\" href=\"http:\/\/jeanpierrelauzier.com\/\" target=\"_blank\">Jean-Pierre Lauzier<\/a>, expert-conseil, conf\u00e9rencier en vente et auteur du livre <a rel=\"noreferrer noopener\" href=\"https:\/\/jeanpierrelauzier.com\/livre\/\" target=\"_blank\">\u00ab\u00a0Le coeur aux ventes\u00a0\u00bb<\/a>, donne r\u00e9guli\u00e8rement ses conseils de d\u00e9veloppement personnel et commercial <a rel=\"noreferrer noopener\" href=\"https:\/\/isarta.com\/infos\/author\/jean-pierre-lauzier\/\" target=\"_blank\">sur Isarta Infos<\/a>. Aujourd\u2019hui, il d\u00e9taille les avantages et la m\u00e9thode pour passer \u00ab\u00a0en mode compr\u00e9hension<\/strong><\/strong>\u00ab\u00a0<strong><strong>.<\/strong><\/strong><\/p>\n<p>Dans un monde o\u00f9 les clients sont sursollicit\u00e9s, inform\u00e9s et parfois m\u00e9fiants, la diff\u00e9rence entre un vendeur \u00ab\u2009qui pousse\u2009\u00bb et un vendeur \u00ab\u2009qui comprend\u2009\u00bb est immense. <\/p>\n<p>Le premier parle surtout de lui, de ses produits, de ses caract\u00e9ristiques. Le second s\u2019int\u00e9resse sinc\u00e8rement au client, \u00e0 ses besoins r\u00e9els, \u00e0 sa situation, \u00e0 ses enjeux. Et c\u2019est ce deuxi\u00e8me type de vendeur qui gagne, presque \u00e0 tous les coups.<\/p>\n<p>Entrer en mode compr\u00e9hension, c\u2019est adopter une posture o\u00f9 la priorit\u00e9 absolue est de comprendre profond\u00e9ment le client avant de proposer quoi que ce soit. Ce n\u2019est pas un slogan\u00a0: c\u2019est une comp\u00e9tence strat\u00e9gique qui change la dynamique d\u2019une rencontre.<\/p>\n<h2>1. Le client veut \u00eatre compris avant d\u2019\u00eatre conseill\u00e9<\/h2>\n<p>Un client qui se sent compris\u00a0:<\/p>\n<ul>\n<li>s\u2019ouvre davantage\u2009;<\/li>\n<li>partage des informations plus strat\u00e9giques\u2009;<\/li>\n<li>vous fait plus confiance\u2009;<\/li>\n<li>revient plus facilement\u2009;<\/li>\n<li>accepte mieux vos recommandations.<\/li>\n<\/ul>\n<p>Pourquoi\u2009? Parce que comprendre quelqu\u2019un, ce n\u2019est pas seulement \u00ab\u2009entendre\u2009\u00bb des mots. C\u2019est d\u00e9montrer que vous saisissez ses motivations, ses frustrations, ses contraintes, ses objectifs \u2014 m\u00eame ceux qu\u2019il exprime mal ou qu\u2019il n\u2019a pas clarifi\u00e9s lui-m\u00eame.<\/p>\n<h2>2. \u00c9couter n\u2019est pas suffisant\u00a0: il faut d\u00e9coder<\/h2>\n<p>Beaucoup de vendeurs \u00e9coutent\u2026 pour r\u00e9pondre. Les meilleurs \u00e9coutent\u2026 pour comprendre. \u00catre en mode compr\u00e9hension signifie que vous\u00a0:<\/p>\n<ul>\n<li>posez des questions ouvertes qui am\u00e8nent des explications\u2009;<\/li>\n<li>reformulez ce qui est dit\u2009;<\/li>\n<li>v\u00e9rifiez votre compr\u00e9hension\u2009;<\/li>\n<li>explorez le pourquoi (les raisons) derri\u00e8re les r\u00e9ponses\u2009;<\/li>\n<li>allez au-del\u00e0 des besoins exprim\u00e9s pour trouver les besoins cach\u00e9s.<\/li>\n<\/ul>\n<h2>3. Le mode compr\u00e9hension r\u00e9duit automatiquement la pression sur la vente<\/h2>\n<p>Plus vous comprenez votre client, moins vous avez besoin de \u00ab\u2009vendre\u2009\u00bb. La vente devient une cons\u00e9quence naturelle d\u2019un \u00e9change d\u2019affaires constructif et valeureux.<\/p>\n<h2>4. Comment entrer en mode compr\u00e9hension en vente\u2009?<\/h2>\n<p><strong>\u00c9tape 1\u00a0: <\/strong>Pr\u00e9parer des questions strat\u00e9giques sur la situation actuelle, les irritants, les objectifs, les contraintes, le processus d\u00e9cisionnel, les crit\u00e8res de succ\u00e8s.<\/p>\n<p><strong>\u00c9tape 2\u00a0: <\/strong>\u00c9couter activement\u00a0: \u00e9vitez l\u2019\u00e9coute \u00ab\u2009en attente de parler\u2009\u00bb. Prendre des notes. Reformuler souvent pour assurer que vous comprenez bien.<\/p>\n<p><strong>\u00c9tape 3\u00a0:<\/strong> Montrer que vous avez compris, par exemple\u00a0:<\/p>\n<ul>\n<li>\u00ab\u2009Si je comprends bien, ce qui vous pr\u00e9occupe le plus\u2026\u2009\u00bb<\/li>\n<li>\u00ab\u2009Donc votre priorit\u00e9 pour les prochains mois serait\u2026\u2009\u00bb<\/li>\n<li>\u00ab\u2009Ce que je retiens, c\u2019est que votre principal enjeu est\u2026\u2009\u00bb<\/li>\n<\/ul>\n<p><strong>\u00c9tape 4\u00a0:<\/strong> Proposer une solution en lien direct avec ce que le client a exprim\u00e9\u00a0: votre solution devient un r\u00e9sultat ou le prolongement naturel de la discussion.<\/p>\n<h2>5. Les b\u00e9n\u00e9fices d\u2019\u00eatre en mode compr\u00e9hension<\/h2>\n<p><strong>Pour vous\u00a0:<br \/><\/strong>&#8211; vous facilitez la t\u00e2che de vente en enlevant la pression\u2009;<\/p>\n<ul>\n<li>vous gagnez la confiance du client\u2009;<\/li>\n<\/ul>\n<ul>\n<li>vous vous diff\u00e9renciez de vos concurrents\u2009;<\/li>\n<li>vous vendez plus de valeur\u2009;<\/li>\n<li>vous raccourcissez le cycle de vente.<\/li>\n<\/ul>\n<p><strong>Pour le client\u00a0:<\/strong><\/p>\n<ul>\n<li>il vit une exp\u00e9rience humaine satisfaisante et enrichissante\u2009;<\/li>\n<li>il se sent respect\u00e9\u2009;<\/li>\n<li>il prend une meilleure d\u00e9cision\u2009;<\/li>\n<li>il appr\u00e9cie votre r\u00f4le-conseil.<\/li>\n<\/ul>\n<h2>Comprendre avant de convaincre<\/h2>\n<p>La vente moderne n\u2019est plus une guerre de caract\u00e9ristiques ou de prix. C\u2019est une rencontre entre deux humains o\u00f9 l\u2019un cherche \u00e0 aider l\u2019autre \u00e0 progresser. Pour cela, il faut \u00e9tablir un lien solide, authentique et bas\u00e9 sur la compr\u00e9hension profonde. Lorsque vous passez en mode compr\u00e9hension, vous ne vendez plus, c\u2019est le client qui ach\u00e8te.<\/p>\n<div class=\"brdr2\"><\/div>\n<p class=\"has-text-align-center\"><strong>D\u00e9couvrez nos formations sur le sujet :<\/strong><\/p>\n<div class=\" content_cards_card content_cards_domain_formations-isarta-com\">\n<div class=\"content_cards_image\">\n            <a class=\"content_cards_image_link\" href=\"https:\/\/formations.isarta.com\/cours\/storytelling-authentique-incarner-un-recit-inspirant\/102\" target=\"_blank\"><img src=\"https:\/\/formations.isarta.com\/assets\/images\/57\/57da0e_Storytelling1.jpg\" alt=\"Storytelling authentique : incarner un r\u00e9cit inspirant | Formations Isarta\"><\/a>\n\t\t<\/div>\n<div class=\"content_cards_title\">\n\t\t<a class=\"content_cards_title_link\" href=\"https:\/\/formations.isarta.com\/cours\/storytelling-authentique-incarner-un-recit-inspirant\/102\" target=\"_blank\">Storytelling authentique : incarner un r\u00e9cit inspirant | Formations Isarta<\/a>\n\t<\/div>\n<div class=\"content_cards_description\">\n\t\t<a class=\"content_cards_description_link\" href=\"https:\/\/formations.isarta.com\/cours\/storytelling-authentique-incarner-un-recit-inspirant\/102\" target=\"_blank\"><\/p>\n<p>Identifiez les moments cl\u00e9s de votre histoire et transformez-les en un r\u00e9cit authentique qui incarne et communique votre marque<\/p>\n<p>\t\t<\/a>\n\t<\/div>\n<\/div>\n<div class=\" content_cards_card content_cards_domain_formations-isarta-com\">\n<div class=\"content_cards_image\">\n            <a class=\"content_cards_image_link\" href=\"https:\/\/formations.isarta.com\/cours\/intelligence-emotionnelle-art-de-la-persuasion\/4\" target=\"_blank\"><img src=\"https:\/\/formations.isarta.com\/assets\/images\/f9\/f955de_Art-persuasion-NEW.jpg\" alt=\"Intelligence \u00e9motionnelle &amp; Art de la persuasion - profils de personnalit\u00e9 | Formation Isarta\"><\/a>\n\t\t<\/div>\n<div class=\"content_cards_title\">\n\t\t<a class=\"content_cards_title_link\" href=\"https:\/\/formations.isarta.com\/cours\/intelligence-emotionnelle-art-de-la-persuasion\/4\" target=\"_blank\">Intelligence \u00e9motionnelle &#038; Art de la persuasion &#8211; profils de personnalit\u00e9 | Formation Isarta<\/a>\n\t<\/div>\n<div class=\"content_cards_description\">\n\t\t<a class=\"content_cards_description_link\" href=\"https:\/\/formations.isarta.com\/cours\/intelligence-emotionnelle-art-de-la-persuasion\/4\" target=\"_blank\"><\/p>\n<p>Comprendre les styles sociaux pour ainsi am\u00e9liorer vos diff\u00e9rents types de\u00a0relations interpersonnelles (clients, coll\u00e8gues, employ\u00e9s&#8230;)<\/p>\n<p>\t\t<\/a>\n\t<\/div>\n<\/div>\n<div class=\" content_cards_card content_cards_domain_formations-isarta-com\">\n<div class=\"content_cards_image\">\n            <a class=\"content_cards_image_link\" href=\"https:\/\/formations.isarta.com\/cours\/la-communication-non-verbale\/89\" target=\"_blank\"><img src=\"https:\/\/formations.isarta.com\/assets\/images\/06\/06ed28_Le-non-verbal-en-affaires.jpg\" alt=\"La communication non-verbale | Formations Isarta\"><\/a>\n\t\t<\/div>\n<div class=\"content_cards_title\">\n\t\t<a class=\"content_cards_title_link\" href=\"https:\/\/formations.isarta.com\/cours\/la-communication-non-verbale\/89\" target=\"_blank\">La communication non-verbale | Formations Isarta<\/a>\n\t<\/div>\n<div class=\"content_cards_description\">\n\t\t<a class=\"content_cards_description_link\" href=\"https:\/\/formations.isarta.com\/cours\/la-communication-non-verbale\/89\" target=\"_blank\"><\/p>\n<p>Ma\u00eetrisez les subtilit\u00e9s du langage corporel. D\u00e9cryptez les non-dits et transformez-les en solutions pour am\u00e9liorer vos relations<\/p>\n<p>\t\t<\/a>\n\t<\/div>\n<\/div>\n<div class=\" content_cards_card content_cards_domain_formations-isarta-com\">\n<div class=\"content_cards_image\">\n            <a class=\"content_cards_image_link\" href=\"https:\/\/formations.isarta.com\/developpement-des-affaires\" target=\"_blank\"><img src=\"https:\/\/formations.isarta.com\/images\/entete.jpg\" alt=\"Formations en D\u00e9veloppement des affaires | Isarta\"><\/a>\n\t\t<\/div>\n<div class=\"content_cards_title\">\n\t\t<a class=\"content_cards_title_link\" href=\"https:\/\/formations.isarta.com\/developpement-des-affaires\" target=\"_blank\">Formations en D\u00e9veloppement des affaires | Isarta<\/a>\n\t<\/div>\n<div class=\"content_cards_description\">\n\t\t<a class=\"content_cards_description_link\" href=\"https:\/\/formations.isarta.com\/developpement-des-affaires\" target=\"_blank\"><\/p>\n<p>Formations en marketing, communication, num\u00e9rique, digital, r\u00e9seaux sociaux. Classes virtuelles (webinaires interactifs \u00e0 distance), en salle ou en entreprise. Montr\u00e9al et partout au Qu\u00e9bec.<\/p>\n<p>\t\t<\/a>\n\t<\/div>\n<\/div>\n<div class=\"likebtn_container\" style=\"clear:both;text-align:center;\"><!-- LikeBtn.com BEGIN --><span class=\"likebtn-wrapper\"  data-identifier=\"post_112659\"  data-site_id=\"5cc1ecd16fd08b776710d1e9\"  data-theme=\"drop\"  data-btn_size=\"100\"  data-icon_l=\"false\"  data-icon_d=\"false\"  data-icon_l_url=\"https:\/\/isarta.com\/infos\/wp-content\/uploads\/2019\/04\/happy.png#64794\"  data-icon_d_url=\"https:\/\/isarta.com\/infos\/wp-content\/uploads\/2019\/04\/sleep.png#64796\"  data-icon_size=\"58\"  data-icon_l_c=\"#771414\"  data-bg_c=\"#ffffff\"  data-bg_c_v=\"#ffffff\"  data-brdr_c=\"#ffffff\"  data-f_size=\"11\"  data-f_family=\"Tahoma\"  data-counter_fs=\"b\"  data-lang=\"fr\"  data-ef_voting=\"wobble\"  data-dislike_enabled=\"false\"  data-counter_type=\"percent\"  data-counter_show=\"false\"  data-tooltip_enabled=\"false\"  data-tooltip_like_show_always=\"true\"  data-white_label=\"true\"  data-i18n_like=\"Aimer \/ Partager\"  data-i18n_dislike=\"Pas aim\u00e9\"  data-style=\"\"  data-unlike_allowed=\"\"  data-show_copyright=\"\"  data-item_url=\"https:\/\/isarta.com\/infos\/4-conseils-pour-developper-son-pouvoir-dintention-5-3-6-12-3-27-carriere-10\/\"  data-item_title=\"Diff\u00e9rence entre un vendeur \u00ab\u2009qui pousse\u2009\u00bb et \u00ab\u2009qui comprend\u2009\u00bb : l\u2019approche qui transforme vos r\u00e9sultats\"  data-item_image=\"https:\/\/isarta.com\/infos\/wp-content\/uploads\/2026\/08\/pexels-shkrabaanthony-8192054-1024x682.jpg\"  data-item_date=\"2026-08-14T06:35:00-04:00\"  data-engine=\"WordPress\"  data-plugin_v=\"2.6.54\"  data-prx=\"https:\/\/isarta.com\/infos\/wp-admin\/admin-ajax.php?action=likebtn_prx\"  data-event_handler=\"likebtn_eh\" ><\/span><!-- LikeBtn.com END --><\/p>\n<hr size=\"3\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Jean-Pierre Lauzier, expert-conseil et conf\u00e9rencier en vente d\u00e9taille les avantages et la m\u00e9thode pour passer \u00ab\u00a0en mode compr\u00e9hension\u00a0\u00bb.<\/p>\n<div class=\"likebtn_container\" style=\"clear:both;text-align:center;\"><!-- LikeBtn.com BEGIN --><span class=\"likebtn-wrapper\"  data-identifier=\"post_112659\"  data-site_id=\"5cc1ecd16fd08b776710d1e9\"  data-theme=\"drop\"  data-btn_size=\"100\"  data-icon_l=\"false\"  data-icon_d=\"false\"  data-icon_l_url=\"https:\/\/isarta.com\/infos\/wp-content\/uploads\/2019\/04\/happy.png#64794\"  data-icon_d_url=\"https:\/\/isarta.com\/infos\/wp-content\/uploads\/2019\/04\/sleep.png#64796\"  data-icon_size=\"58\"  data-icon_l_c=\"#771414\"  data-bg_c=\"#ffffff\"  data-bg_c_v=\"#ffffff\"  data-brdr_c=\"#ffffff\"  data-f_size=\"11\"  data-f_family=\"Tahoma\"  data-counter_fs=\"b\"  data-lang=\"fr\"  data-ef_voting=\"wobble\"  data-dislike_enabled=\"false\"  data-counter_type=\"percent\"  data-counter_show=\"false\"  data-tooltip_enabled=\"false\"  data-tooltip_like_show_always=\"true\"  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size=\"3\"><\/div>","protected":false},"author":59,"featured_media":112669,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[730,175,137,339,1428],"tags":[1487,783,487],"_links":{"self":[{"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/posts\/112659"}],"collection":[{"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/users\/59"}],"replies":[{"embeddable":true,"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/comments?post=112659"}],"version-history":[{"count":2,"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/posts\/112659\/revisions"}],"predecessor-version":[{"id":112670,"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/posts\/112659\/revisions\/112670"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/media\/112669"}],"wp:attachment":[{"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/media?parent=112659"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/categories?post=112659"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/isarta.com\/infos\/wp-json\/wp\/v2\/tags?post=112659"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}