{
  "title": "Vendre par les questions",
  "url": "https://www.shr.swiss/blog/questions-spin-vente",
  "language": "fr",
  "datePublished": "2023-03-11",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Observations de ventes réelles, un seul cabinet.",
  "section": "Recherche",
  "topic": "Vente à forte valeur ajoutée",
  "place": {
    "name": "Lausanne",
    "region": "Vaud",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "La recherche",
      "point": "Rackham (1988, SPIN Selling, McGraw-Hill) montre que les vendeurs efficaces posent plus de questions de situation, de problème et d'implication.."
    },
    {
      "heading": "La limite",
      "point": "Observations de ventes réelles, un seul cabinet.."
    },
    {
      "heading": "La nuance",
      "point": "La méthode vaut surtout pour les ventes complexes à forte valeur."
    },
    {
      "heading": "Implication pratique, vérifiable à Lausanne",
      "point": "Préparer quatre questions d'implication avant le prochain rendez-vous client."
    }
  ],
  "sources": [
    {
      "authors": "Rackham",
      "year": "1988",
      "source": "SPIN Selling, McGraw-Hill"
    }
  ],
  "wordCount": 99,
  "image": "https://www.shr.swiss/img/blog-Formation-Vente-A-Forte-Valeur-Ajoutee-Lausanne-questions-spin-vente-fr.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/questions-spin-vente",
    "en": "https://www.shr.swiss/blog/questions-spin-vente-en",
    "de": "https://www.shr.swiss/blog/questions-spin-vente-de",
    "it": "https://www.shr.swiss/blog/questions-spin-vente-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/lausanne",
    "city": "https://www.shr.swiss/formations-ville/lausanne",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}