{"id":17247,"date":"2018-08-13T10:06:01","date_gmt":"2018-08-13T08:06:01","guid":{"rendered":"https:\/\/blog.wildix.com\/?p=17247"},"modified":"2018-09-04T14:45:10","modified_gmt":"2018-09-04T12:45:10","slug":"probleme-de-cible-pas-de-prix","status":"publish","type":"post","link":"https:\/\/blog.wildix.com\/fr\/probleme-de-cible-pas-de-prix\/","title":{"rendered":"Probl\u00e8me de cible, pas de prix"},"content":{"rendered":"<p class=\"p1\"><span class=\"s1\"><img fetchpriority=\"high\" decoding=\"async\" class=\"alignleft size-full wp-image-17250\" src=\"https:\/\/blog.wildix.com\/wp-content\/uploads\/2018\/08\/te\u0301le\u0301chargement-1.png\" alt=\"\" width=\"310\" height=\"163\" srcset=\"https:\/\/blog.wildix.com\/wp-content\/uploads\/2018\/08\/te\u0301le\u0301chargement-1.png 310w, https:\/\/blog.wildix.com\/wp-content\/uploads\/2018\/08\/te\u0301le\u0301chargement-1-300x158.png 300w\" sizes=\"(max-width: 310px) 100vw, 310px\" \/>Si le chiffre d\u2019affaire est le poumon de l\u2019entreprise, les marges sont l\u2019oxyg\u00e8ne. Mais comment g\u00e9n\u00e9rer des marges \u00e9lev\u00e9es si tu n\u2019est pas consid\u00e9r\u00e9 comme un sp\u00e9cialiste, une autorit\u00e9 dans ton domaine. Dans l\u2019esprit du prospect tu es soit le leader, soit le co-leader, soit la solution la plus \u00e9conomique.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Discutes-tu les honoraires du sp\u00e9cialiste cardiologie \u00e0 la fin de sa consultation ? Remets-tu en cause son diagnostic si tu es persuad\u00e9 que le sp\u00e9cialiste est une autorit\u00e9 dans son domaine ?<\/span><\/p>\n<p><!--more--><\/p>\n<p class=\"p1\"><span class=\"s1\">La perception de ton prospect doit \u00eatre telle que tu sois per\u00e7ue comme un sp\u00e9cialiste dont la parole ne puisse pas \u00eatre remise en question. Tes commerciaux, tes techniciens, tous les protagonistes dans ton organisation qui d\u2019une mani\u00e8re directe ou indirecte sont en relation avec ton prospect doivent \u00eatre per\u00e7us comme des sp\u00e9cialistes. Tous concourent \u00e0 positionner l\u2019entreprise comme une autorit\u00e9 dans ton domaine, i.e. les UC&amp;C.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Focus. En concentrant tes efforts sur la sp\u00e9cialisation, en te verticalisant, la mont\u00e9e en comp\u00e9tence et le maintien de l\u2019excellence de ton organisation est plus efficace, moins co\u00fbteuse. Le discours servi au prospect devient percutant, rassurant. C\u2019est alors que la rentabilit\u00e9 devient une cons\u00e9quence logique car ton expertise devient un argument justifiant tes prix \u00e9lev\u00e9s, tes marges. Ton client est fier de se payer les services d\u2019un sp\u00e9cialiste.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">Tu te concentreras sur peu d\u2019activit\u00e9s et deviendra une autorit\u00e9 dans chacune d\u2019elles.<\/span><\/p>\n<p class=\"p1\"><span class=\"s1\">#Unicomm<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Si le chiffre d\u2019affaire est le poumon de l\u2019entreprise, les marges sont l\u2019oxyg\u00e8ne. Mais comment g\u00e9n\u00e9rer des marges \u00e9lev\u00e9es si tu n\u2019est pas consid\u00e9r\u00e9 comme un sp\u00e9cialiste, une autorit\u00e9 dans ton domaine. Dans l\u2019esprit du prospect tu es soit le leader, soit le co-leader, soit la solution la plus \u00e9conomique. Discutes-tu les honoraires du sp\u00e9cialiste &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/blog.wildix.com\/fr\/probleme-de-cible-pas-de-prix\/\" class=\"more-link\">Continuer la lecture<span class=\"screen-reader-text\"> de &laquo;&nbsp;Probl\u00e8me de cible, pas de prix&nbsp;&raquo;<\/span><\/a><\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[53],"tags":[],"class_list":["post-17247","post","type-post","status-publish","format-standard","hentry","category-blog-fr"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Probl\u00e8me de cible, pas de prix | Wildix<\/title>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Probl\u00e8me de cible, pas de prix | Wildix\" \/>\n<meta property=\"og:description\" content=\"Si le chiffre d\u2019affaire est le poumon de l\u2019entreprise, les marges sont l\u2019oxyg\u00e8ne. Mais comment g\u00e9n\u00e9rer des marges \u00e9lev\u00e9es si tu n\u2019est pas consid\u00e9r\u00e9 comme un sp\u00e9cialiste, une autorit\u00e9 dans ton domaine. Dans l\u2019esprit du prospect tu es soit le leader, soit le co-leader, soit la solution la plus \u00e9conomique. 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