{"id":46940,"date":"2024-06-24T15:00:39","date_gmt":"2024-06-24T19:00:39","guid":{"rendered":"https:\/\/ivari.ca\/?post_type=articles-insights&#038;p=46940"},"modified":"2025-02-21T13:25:18","modified_gmt":"2025-02-21T18:25:18","slug":"elaboration-dun-argumentaire-eclair-percutant","status":"publish","type":"articles-insights","link":"https:\/\/ivari.ca\/fr\/articles-idees\/elaboration-dun-argumentaire-eclair-percutant\/","title":{"rendered":"\u00c9laboration d\u2019un argumentaire \u00e9clair percutant"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row css=\u00a0\u00bb.vc_custom_1690556346183{background-position: center !important;background-repeat: no-repeat !important;background-size: cover !important;}\u00a0\u00bb el_id=\u00a0\u00bbpost-banner\u00a0\u00bb el_class=\u00a0\u00bbpost-banner-teal\u00a0\u00bb][vc_column][vc_row_inner content_placement=\u00a0\u00bbbottom\u00a0\u00bb css=\u00a0\u00bb.vc_custom_1719255517855{background-image: url(https:\/\/ivari.ca\/files\/elevator-pitch.jpg?id=46938) !important;background-position: center !important;background-repeat: no-repeat !important;background-size: cover !important;}\u00a0\u00bb el_class=\u00a0\u00bbpost-banner\u00a0\u00bb][vc_column_inner el_class=\u00a0\u00bbimage-row-text-column\u00a0\u00bb width=\u00a0\u00bb2\/5&Prime;][vc_column_text]<\/p>\n<h1>\t\t\t<span id=\"typedjs21\" class=\"animated-typed-js-shortcode \"><\/span>\n\t\t\t<script>\n\t\t\tvar typedjs21 = new Typed('#typedjs21', {\n\t\t\t\tstrings: [\"\\u00c9laboration d\\u2019un argumentaire \\u00e9clair percutant\"],\n\t\t\t\ttypeSpeed: 80,\n\t\t\t\tbackSpeed: 50,\n\t\t\t\tbackDelay: 500,\n\t\t\t\tstartDelay: 1000,\n\t\t\t\tloop: false,\n\t\t\t\tloopCount: 0,\n\t\t\t\tfadeOut: false,\n\t\t\t\tfadeOutDelay: 500,\n\t\t\t\tsmartBackspace: true,\n\t\t\t\tshuffle: false,\n\t\t\t\tshowCursor: true,\n\t\t\t\tcursorChar: \"|\"\n\t\t\t});\n\t\t\t<\/script>\n\n\t\t<\/h1>\n<p>[\/vc_column_text][\/vc_column_inner][vc_column_inner width=\u00a0\u00bb3\/5&Prime;][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row][vc_row el_id=\u00a0\u00bbpage-subheader\u00a0\u00bb][vc_column][vc_column_text css=\u00a0\u00bb\u00a0\u00bb el_class=\u00a0\u00bbivari-row\u00a0\u00bb]Nous avons certes tous entendu l\u2019expression \u00ab\u00a0argumentaire \u00e9clair\u00a0\u00bb, mais de quoi s\u2019agit-il?[\/vc_column_text][\/vc_column][\/vc_row][vc_row][vc_column][vc_column_text css=\u00a0\u00bb\u00a0\u00bb el_class=\u00a0\u00bbborder-bottom ivari-row\u00a0\u00bb]Commen\u00e7ons par expliquer qu\u2019il NE S\u2019AGIT PAS d\u2019un argumentaire de vente, mais plut\u00f4t d\u2019un expos\u00e9 \u00e0 la fois court, convaincant, m\u00e9morable et compr\u00e9hensible sur ce qui vous caract\u00e9rise et ce que vous faites. Servant g\u00e9n\u00e9ralement \u00e0 vous pr\u00e9senter lors d\u2019\u00e9v\u00e8nements professionnels, commerciaux ou de r\u00e9seautage, il peut vous aider \u00e0 r\u00e9pondre \u00e0 des questions telles que \u00ab\u00a0Parlez-moi de vous\u00a0\u00bb, ou \u00ab\u00a0Alors\u2026 que faites-vous?\u00a0\u00bb. Cette courte pr\u00e9sentation constitue \u00e9galement une excellente introduction dans votre page de profil LinkedIn.<\/p>\n<p>L\u2019objectif d\u2019un argumentaire \u00e9clair (\u00e9galement appel\u00e9 \u00ab\u00a0pitch d\u2019ascenseur\u00a0\u00bb ou \u00ab\u00a0discours d\u2019ascenseur\u00a0\u00bb) est de susciter suffisamment d\u2019int\u00e9r\u00eat pour donner \u00e0 votre public l\u2019envie d\u2019en savoir plus sur ce que vous faites et qui vous \u00eates. L\u2019important, c\u2019est de pr\u00e9parer le terrain pour engager ult\u00e9rieurement des conversations plus ouvertes qui, selon la situation, pourraient \u00eatre ax\u00e9es sur la vente.[\/vc_column_text][vc_row_inner el_class=\u00a0\u00bbarticle-section\u00a0\u00bb][vc_column_inner][vc_column_text css=\u00a0\u00bb\u00a0\u00bb]<\/p>\n<h2>Quelle est la dur\u00e9e d\u2019un tour d\u2019ascenseur?<\/h2>\n<p>Votre discours devrait durer entre 30 et 60 secondes, soit la dur\u00e9e moyenne d\u2019un trajet en ascenseur. Vous disposez donc d\u2019un tr\u00e8s court d\u00e9lai pour attirer l\u2019attention de votre interlocuteur et lui transmettre tous les renseignements qui, selon vous, seraient n\u00e9cessaires \u00e0 la poursuite de la conversation avec vous. La mise en avant d\u2019un argumentaire \u00e9clair percutant n\u00e9cessite temps, cr\u00e9ativit\u00e9 et patience.[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner el_class=\u00a0\u00bbarticle-section\u00a0\u00bb][vc_column_inner][vc_column_text css=\u00a0\u00bb\u00a0\u00bb]<\/p>\n<h2>Quels sont les points importants \u00e0 retenir?<\/h2>\n<p>Votre argumentaire \u00e9clair doit vous identifier, d\u00e9crire ce que vous faites et la valeur que vous comptez apporter \u00e0 un client potentiel.<\/p>\n<p><strong><em>Vous commencez par l\u2019\u00e9tage du haut<\/em><\/strong><\/p>\n<ul>\n<li>Gardez votre discours \u00e0 un niveau \u00e9lev\u00e9. Parlez de ce que vous pouvez faire sans entrer dans les d\u00e9tails, comme aider les familles \u00e0 prot\u00e9ger leurs \u00eatres chers ou \u00e0 planifier leur avenir.<\/li>\n<\/ul>\n<p><strong><em>Vous descendez \u00e0 l\u2019\u00e9tage interm\u00e9diaire<\/em><\/strong><\/p>\n<ul>\n<li>Exposez une question ou un probl\u00e8me sp\u00e9cifique que vous pouvez aider \u00e0 r\u00e9soudre. Par exemple : \u00ab Beaucoup de gens pensent qu\u2019ils ne peuvent pas se permettre une assurance vie, mais je suis l\u00e0 pour les aider \u00e0 comprendre que l\u2019assurance vie peut \u00eatre accessible \u00e0 tous \u00bb.<\/li>\n<\/ul>\n<p><strong><em>Vous \u00eates rendu au rez-de-chauss\u00e9e<\/em><\/strong><\/p>\n<ul>\n<li>Sollicitez un rendez-vous si votre interlocuteur manifeste de l\u2019int\u00e9r\u00eat pour ce que vous faites et le service que vous \u00eates pr\u00eat \u00e0 lui offrir. Affichez une attitude d\u00e9contract\u00e9e, par exemple\u00a0: \u00ab\u00a0J\u2019aimerais pouvoir vous expliquer ce que je fais et l\u2019assistance que je pourrais vous apporter, \u00e0 vous et \u00e0 votre famille. Que diriez-vous d\u2019un caf\u00e9 la semaine prochaine?\u00a0\u00bb<\/li>\n<\/ul>\n<p>[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][vc_row_inner el_class=\u00a0\u00bbarticle-section\u00a0\u00bb][vc_column_inner][vc_column_text css=\u00a0\u00bb\u00a0\u00bb]<\/p>\n<h2>Ne restez pas coinc\u00e9 entre les \u00e9tages!<\/h2>\n<p>Votre pr\u00e9sentation doit \u00eatre concise et faire abstraction de tout jargon inutile. Prenez le temps de la r\u00e9p\u00e9ter et \u00e9vitez de donner l\u2019impression de r\u00e9citer une le\u00e7on par c\u0153ur. L\u2019important, c\u2019est de capter et retenir l\u2019attention de votre interlocuteur et, une fois termin\u00e9, de lui donner envie d\u2019en savoir plus. Il faut garder \u00e0 l\u2019esprit qu\u2019un argumentaire \u00e9clair ne se compare pas \u00e0 une brillante pause publicitaire. Il s\u2019agit plut\u00f4t d\u2019une invitation \u00e0 en savoir plus sur ce que vous pouvez offrir \u00e0 votre interlocuteur.[\/vc_column_text][\/vc_column_inner][\/vc_row_inner][\/vc_column][\/vc_row][vc_row el_class=\u00a0\u00bbivari-row\u00a0\u00bb][vc_column][vc_column_text css=\u00a0\u00bb\u00a0\u00bb]<\/p>\n<h2>Autres ressources :<\/h2>\n<ul>\n<li><a href=\"https:\/\/fastercapital.com\/fr\/sujet\/comprenez-ce-qu'est-un-argumentaire-%C3%A9clair.html\">https:\/\/fastercapital.com\/fr\/sujet\/comprenez-ce-qu&rsquo;est-un-argumentaire-%C3%A9clair.html<\/a><\/li>\n<li><a href=\"https:\/\/mailchimp.com\/fr\/resources\/elevator-pitch\/\">https:\/\/mailchimp.com\/fr\/resources\/elevator-pitch\/<\/a><\/li>\n<li><a href=\"https:\/\/quickbooks.intuit.com\/fr-ca\/ressources\/lancement-d-entreprise\/exemples-d-argumentaires-eclairs\/\">https:\/\/quickbooks.intuit.com\/fr-ca\/ressources\/lancement-d-entreprise\/exemples-d-argumentaires-eclairs\/<\/a><\/li>\n<li><a href=\"https:\/\/pltcanada.org\/wp-system\/uploads\/2022\/02\/Programme-MonEmploiVert-APLA-Canada-Guide-de-preparation-de-largumentaire-eclair.pdf\">https:\/\/pltcanada.org\/wp-system\/uploads\/2022\/02\/Programme-MonEmploiVert-APLA-Canada-Guide-de-preparation-de-largumentaire-eclair.pdf<\/a><\/li>\n<\/ul>\n<p>[\/vc_column_text][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p> Nous avons certes tous entendu l\u2019expression \u00ab\u00a0argumentaire \u00e9clair\u00a0\u00bb, mais de quoi s\u2019agit-il?Commen\u00e7ons par expliquer qu\u2019il NE S\u2019AGIT PAS d\u2019un argumentaire&#8230;<\/p>\n","protected":false},"featured_media":46939,"template":"","categories":[],"articles_insights_taxonomies":[],"query_groups":[],"class_list":["post-46940","articles-insights","type-articles-insights","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - 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