{"id":2068,"date":"2017-02-15T12:51:14","date_gmt":"2017-02-15T17:51:14","guid":{"rendered":"http:\/\/www.natmark.net\/bloggy\/?p=2068"},"modified":"2025-11-12T13:30:21","modified_gmt":"2025-11-12T18:30:21","slug":"elusif-benefice-client","status":"publish","type":"post","link":"https:\/\/www.natmark.net\/bloggy\/elusif-benefice-client\/","title":{"rendered":"\u00c9lusif b\u00e9n\u00e9fice client"},"content":{"rendered":"<p><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter size-full wp-image-2072\" src=\"https:\/\/www.natmark.net\/bloggy\/wp-content\/uploads\/2017\/02\/chien-fouineur.jpg\" alt=\"\" width=\"600\" height=\"412\" srcset=\"https:\/\/www.natmark.net\/bloggy\/wp-content\/uploads\/2017\/02\/chien-fouineur.jpg 600w, https:\/\/www.natmark.net\/bloggy\/wp-content\/uploads\/2017\/02\/chien-fouineur-300x206.jpg 300w\" sizes=\"auto, (max-width: 600px) 100vw, 600px\" \/><br \/>\n<!--\n\n\n<div style=\"text-align: center; padding-bottom: 20px;\">\n<span style=\"font-size: .8em;\">\u00c9coutez la version audio de ce billet\n<audio controls=\"controls\"><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\"><\/span> \n<source src=\"https:\/\/espacesolo.ca\/audios\/Elusif-benefice-client.ogg\" type=\"audio\/ogg\" \/>\n<source src=\"https:\/\/espacesolo.ca\/audios\/Elusif-benefice-client.mp3\" type=\"audio\/mpeg\" \/>\n <span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\"><\/span><\/audio><\/span><\/div>\n\n\n--><br \/>\nOn en parle, on nous l\u2019exige, on le galvaude et on le cherche\u00a0: le myst\u00e9rieux et l\u2019\u00e9lusif b\u00e9n\u00e9fice client! Chaque lecture faite, chaque s\u00e9minaire ou conf\u00e9rence \u00e0 laquelle on assiste dans l\u2019espoir d\u2019am\u00e9liorer notre discours de vente, contient cette directive incontournable\u00a0:<\/p>\n<h1 style=\"text-align: center; font-size: 2em; font-style: italic; font-weight: bold; margin-top: 20px; margin-bottom: 20px;\">\u00ab\u00a0Il faut trouver ton b\u00e9n\u00e9fice client.\u00a0\u00bb<\/h1>\n<p>Pourquoi alors continuons-nous \u00e0 nous y casser les dents? Parce que, comme vous l\u2019avez devin\u00e9, \u00e7a n\u2019est pas si simple. Bin non \ud83d\ude42<!--more--><\/p>\n<h2 style=\"margin-bottom: 0px;\">Commencer par la fin<\/h2>\n<p style=\"margin-top: 0px;\">Mon traducteur me faisait r\u00e9cemment remarquer que ce qui trahit une traduction anglaise faite par un francophone, c\u2019est la structure des phrases complexes. Celle de l\u2019anglais est g\u00e9n\u00e9ralement invers\u00e9e de celle du fran\u00e7ais et d\u00e9bute par la fin. Quelle image forte pour expliquer le concept de b\u00e9n\u00e9fice client!<\/p>\n<p>En effet, nous (nos produits ou services) ne sommes que la <strong>conclusion<\/strong> d\u2019une r\u00e9flexion entam\u00e9e lorsque quelqu\u2019un, quelque part est confront\u00e9 \u00e0 une limite (probl\u00e8me, d\u00e9fi, besoin, irritant, d\u00e9sir, etc.) qu\u2019il ne peut franchir seul. Nous sommes le constat final (j\u2019ai besoin de\u2026) \u00e0 un d\u00e9sir de r\u00e9sultat (la fin). Notre b\u00e9n\u00e9fice client peut donc se situer \u00e0 l\u2019int\u00e9rieur de n\u2019importe quelle \u00e9tape de ce processus de r\u00e9flexion.<\/p>\n<h2 style=\"margin-bottom: 0px;\">Plus qu\u2019un march\u00e9 cible\u00a0: des gens<\/h2>\n<p style=\"margin-top: 0px;\">Quel que soit votre march\u00e9, ce sera toujours un \u00eatre humain que vous devrez convaincre. M\u00eame une entreprise n\u2019agit que par extension des gestionnaires qui la g\u00e8rent et des employ\u00e9s qui y travaillent. Et l\u2019\u00eatre humain est complexe et ses d\u00e9cisions sont un amalgame de logique et d\u2019\u00e9motions qui sont autant de pistes \u00e0 suivre que de labyrinthes o\u00f9 s\u2019\u00e9garer.<\/p>\n<h2 style=\"margin-bottom: 0px;\">Heureux et satisfait<\/h2>\n<p style=\"margin-top: 0px;\">Si vous \u00eates d\u00e9j\u00e0 sorti amer d\u2019une transaction pourtant r\u00e9ussie, vous avez visit\u00e9 la subtile nuance entre \u00eatre heureux (\u00e9motionnel) et \u00eatre satisfait (rationnel). Le b\u00e9n\u00e9fice client efficace vise les deux. Approcher un client avec une id\u00e9e pr\u00e9con\u00e7ue de ses besoins et travailler \u00e0 le convaincre qu\u2019il a besoin de ce que l\u2019on vend est aussi inefficace que de tenter de balayer le plancher avec le manche du balai.<\/p>\n<p>Exprimer notre b\u00e9n\u00e9fice client, c\u2019est plus que simplement arrimer l\u2019utilit\u00e9 de notre service avec un besoin potentiel. C\u2019est arrimer l\u2019OBJECTIF (rationnel) et les BESOINS (\u00e9motionnel) d\u2019un client avec les R\u00c9SULTATS (heureux et satisfait) d\u2019utiliser notre service\/produit. Le client doit sentir que son \u00eatre \u00e9motionnel* est \u00e9galement consid\u00e9r\u00e9 dans la transaction que vous lui proposez.<\/p>\n<p>Comme le dit si bien mon coll\u00e8gue <a href=\"https:\/\/www.linkedin.com\/in\/brandingmartinducharme\/\" target=\"_blank\" rel=\"noopener noreferrer\">Martin Ducharme<\/a>\u00a0: <em><strong>\u00ab Ce n\u2019est pas ce que VOUS faites, mais ce que \u00e7a LEUR fait. \u00bb<\/strong><\/em><\/p>\n<h2 style=\"margin-bottom: 0px;\">L&rsquo;heure des choix<\/h2>\n<p style=\"margin-top: 0px;\">En conclusion, permettez-moi d\u2019ajouter que votre valeur ajout\u00e9e vous appartient en propre et est \u00e9troitement li\u00e9e \u00e0 vos comp\u00e9tences et \u00e0 vos valeurs. Elle attirera certains clients et en repoussera d\u2019autres et c\u2019est parfait ainsi.<\/p>\n<p>Votre d\u00e9marche pour d\u00e9terminer votre r\u00e9elle valeur ajout\u00e9e impliquera sans contredit une certaine prise de position de votre part, puisque vous devrez t\u00f4t ou tard d\u00e9terminer QUI vous d\u00e9sirez servir. C\u2019est la seule fa\u00e7on d\u2019arriver \u00e0 un discours convainquant et convaincu, qui saura attirer \u00e0 vous les clients qui vous appr\u00e9cient et vous ressemblent.<\/p>\n<p>___________________________<\/p>\n<p>* Le c\u00f4t\u00e9 \u00e9motionnel n\u2019est pas constitu\u00e9 que de sourires et de compliments. Il comporte de multiples variantes, selon les \u00ab\u00a0filtres\u00a0\u00bb particuliers de notre interlocuteur\u00a0: hi\u00e9rarchie et pouvoir d\u00e9cisionnel, valeurs, personnalit\u00e9, pr\u00e9f\u00e9rences, pr\u00e9jug\u00e9s, agenda personnel, environnement, relations, traumatismes, humeur, etc. Oui, l\u2019\u00eatre humain est complexe.<\/p>\n<hr style=\"height: 1px; border-width: 0px; color: #999; background-color: #999;\" \/>\n<h3>Venez r\u00e9fl\u00e9chir avec moi<\/h3>\n<p>Vous passez beaucoup de temps \u00e0 vous questionner sur des enjeux li\u00e9s \u00e0 votre situation d\u2019entrepreneur plut\u00f4t qu\u2019\u00e0 votre domaine d\u2019expertise? Vous aimeriez pouvoir faire le point sur certains d\u00e9fis dans un cadre objectif, neutre et s\u00e9curitaire pour int\u00e9grer des concepts qui vous font d\u00e9faut pour aller de l\u2019avant avec confiance? <a href=\"https:\/\/www.natmark.net\">Venez r\u00e9fl\u00e9chir avec moi \u00bb<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>On en parle, on nous l\u2019exige, on le galvaude et on le cherche\u00a0: le myst\u00e9rieux et l\u2019\u00e9lusif b\u00e9n\u00e9fice client! Chaque lecture faite, chaque s\u00e9minaire ou conf\u00e9rence \u00e0 laquelle on assiste dans l\u2019espoir d\u2019am\u00e9liorer notre discours de vente, contient cette directive incontournable\u00a0: \u00ab\u00a0Il faut trouver ton b\u00e9n\u00e9fice client.\u00a0\u00bb Pourquoi alors continuons-nous \u00e0 nous y casser les [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[313],"tags":[523,634,719],"class_list":["post-2068","post","type-post","status-publish","format-standard","category-affaires","tag-benefice-client","tag-marketing","tag-vente","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>\u00c9lusif b\u00e9n\u00e9fice client - Le Blogue du Solo<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.natmark.net\/bloggy\/elusif-benefice-client\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"\u00c9lusif b\u00e9n\u00e9fice client - Le Blogue du Solo\" \/>\n<meta property=\"og:description\" content=\"On en parle, on nous l\u2019exige, on le galvaude et on le cherche\u00a0: le myst\u00e9rieux et l\u2019\u00e9lusif b\u00e9n\u00e9fice client! Chaque lecture faite, chaque s\u00e9minaire ou conf\u00e9rence \u00e0 laquelle on assiste dans l\u2019espoir d\u2019am\u00e9liorer notre discours de vente, contient cette directive incontournable\u00a0: \u00ab\u00a0Il faut trouver ton b\u00e9n\u00e9fice client.\u00a0\u00bb Pourquoi alors continuons-nous \u00e0 nous y casser les [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.natmark.net\/bloggy\/elusif-benefice-client\/\" \/>\n<meta property=\"og:site_name\" content=\"Le Blogue du Solo\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/pages\/Natmark-Concept\/293760378802\" \/>\n<meta property=\"article:published_time\" content=\"2017-02-15T17:51:14+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-11-12T18:30:21+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.natmark.net\/bloggy\/wp-content\/uploads\/2017\/02\/chien-fouineur.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"600\" \/>\n\t<meta property=\"og:image:height\" content=\"412\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Nathalie\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Nathalie\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/elusif-benefice-client\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/elusif-benefice-client\\\/\"},\"author\":{\"name\":\"Nathalie\",\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/#\\\/schema\\\/person\\\/0dcf6c8a4950b213f25f3d320a4b12e8\"},\"headline\":\"\u00c9lusif b\u00e9n\u00e9fice client\",\"datePublished\":\"2017-02-15T17:51:14+00:00\",\"dateModified\":\"2025-11-12T18:30:21+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/elusif-benefice-client\\\/\"},\"wordCount\":703,\"image\":{\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/elusif-benefice-client\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/wp-content\\\/uploads\\\/2017\\\/02\\\/chien-fouineur.jpg\",\"keywords\":[\"b\u00e9n\u00e9fice client\",\"marketing\",\"vente\"],\"articleSection\":[\"Affaires\"],\"inLanguage\":\"fr-FR\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/elusif-benefice-client\\\/\",\"url\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/elusif-benefice-client\\\/\",\"name\":\"\u00c9lusif b\u00e9n\u00e9fice client - 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