{"id":35256,"date":"2020-01-27T08:30:36","date_gmt":"2020-01-27T07:30:36","guid":{"rendered":"https:\/\/visionarymarketing.com\/?p=35256"},"modified":"2024-03-15T07:52:05","modified_gmt":"2024-03-15T06:52:05","slug":"vendeurs-bourrins","status":"publish","type":"post","link":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/","title":{"rendered":"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer"},"content":{"rendered":"<p><i>Lors du dernier <a href=\"https:\/\/visionarymarketing.com\/2019\/11\/cas-usage-social-selling\/\">Social Selling Forum<\/a>, un confr\u00e8re s&rsquo;est \u00e9cri\u00e9 \u00a0en public (\u00e0 mon intention et en substance, mais la citation est assez proche de la r\u00e9alit\u00e9) : \u00ab <strong>Il faut arr\u00eater cette technique de vierges effarouch\u00e9es, et en revenir \u00e0 la vente de &lsquo;bourrin&rsquo;, moi, je suis favorable aux &lsquo;bourrins&rsquo; et il faut taper dans le dur !<\/strong> \u00bb Je vous livre ici mes r\u00e9flexions sur ce sujet, vous recommande une lecture saine et indispensable, celle du \u00ab\u00a0petit livre noir du r\u00e9seautage\u00a0\u00bb de Jeffrey Gitomer, et pour enfoncer le clou, j&rsquo;ai demand\u00e9 \u00e0 <a href=\"https:\/\/visionarymarketing.com\/2019\/12\/maitriser-linkedin-on-ne-vend-rien-sur-les-medias-sociaux-bruno-fridlansky\/\">Bruno Fridlansky, mon comp\u00e8re de Kawa, auteur des c\u00e9l\u00e8bres manuels sur LinkedIn<\/a>, de donner son avis sur la question.<\/i><\/p>\n<figure id=\"attachment_79613\" aria-describedby=\"caption-attachment-79613\" style=\"width: 1024px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-79613 size-large\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2024\/03\/horses-3147691-1024x683.jpg\" alt=\"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer\" width=\"1024\" height=\"683\" \/><figcaption id=\"caption-attachment-79613\" class=\"wp-caption-text\">En social selling, comme en vente traditionnelle, la m\u00e9thode des vendeurs bourrins est-elle une bonne id\u00e9e ? (au passage je trouve que cette proclamation cit\u00e9e plus haut est v\u00e9ritablement insultante pour ces v\u00e9n\u00e9rables animaux) &#8211; image <a href=\"http:\/\/jumpstory.com\" target=\"_blank\" rel=\"noopener noreferrer\">Jumpstory<\/a><\/figcaption><\/figure>\n<h2>La vente et le social selling sourient-ils aux bourrins ?<\/h2>\n<p>En somme, si je comprends bien, il y a les \u00ab\u00a0vierges effarouch\u00e9es\u00a0\u00bb qui osent \u00e0 peine appeler un prospect et qui font les mijaur\u00e9es, et de l&rsquo;autre c\u00f4t\u00e9, les vendeurs, les vrais, ceux qui tapent dans le tas et qui bousculent et violent le client. Les <a href=\"https:\/\/web.archive.org\/web\/20170709041701\/https:\/\/www.sparklane-group.com\/fr\/blog\/\" target=\"_blank\" rel=\"noopener noreferrer\">Joe Isuzu des temps modernes<\/a>, bard\u00e9s d&rsquo;outils technologiques qui permettent, comme l&rsquo;\u00e9crit <a href=\"https:\/\/businessesgrow.com\/2018\/01\/02\/marketing-technology\/\" target=\"_blank\" rel=\"noopener noreferrer\">Mark Schaefer<\/a>, d&rsquo;<a href=\"https:\/\/visionarymarketing.com\/2018\/01\/technologies-marketing\/\">ennuyer les clients plus vite et plus fort<\/a>.<\/p>\n<p><iframe title=\"Joe Isuzu\" width=\"500\" height=\"375\" src=\"https:\/\/www.youtube.com\/embed\/nJMq_7alQpU?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<p>L\u00e9g\u00e8rement caricatural, mais de la part d&rsquo;un \u00ab\u00a0bourrin\u00a0\u00bb auto-proclam\u00e9, on ne peut s&rsquo;attendre \u00e0 de la subtilit\u00e9 non plus.<\/p>\n<p>La r\u00e9alit\u00e9 du terrain est en effet que la d\u00e9marche directe n&rsquo;est pas en question. Bien au contraire, c&rsquo;est m\u00eame ma seule fa\u00e7on de travailler et celle que je pratique en \u00a0accompagnement.<\/p>\n<p>Pourtant, entre la vente forc\u00e9e du vendeur de savonnettes caricatural et malheureusement trop pr\u00e9sent encore aujourd&rsquo;hui, et la vente des vierges effarouch\u00e9es (sous entendu, qui ne vendent rien), il y a bien quelque chose :<\/p>\n<p>Les vendeurs, soft, qui n&rsquo;en sont pas moins\u00a0<a href=\"https:\/\/visionarymarketing.com\/2016\/11\/vente-complexe-selling-fox\/\">au fait des techniques et des subtilit\u00e9s du closing<\/a>, tout en s&rsquo;adonnant au \u00ab\u00a0<strong>sport et \u00e0 l&rsquo;art du networking<\/strong>\u00a0\u00bb (l&rsquo;expression est aussi de Gitomer). Et cela peut vous amener \u00e0 faire usage de LinkedIn, ne nous y trompons pas, celui-ci n&rsquo;est qu&rsquo;un outil et non une fin en soi. Le networking se pratique \u00e0 bien diff\u00e9rents niveaux, et notamment et surtout, dans la vraie vie.<\/p>\n<h3><!--more-->Il y a approche directe et approche directe : une affaire de m\u00e9thode<\/h3>\n<p>La v\u00e9ritable question n&rsquo;est pas l\u00e0, comme le confirme Bruno dans sa vid\u00e9o,\u00a0elle est dans <strong>la mani\u00e8re dont cette approche directe est men\u00e9e<\/strong>. Voici quelques tics classiques des \u00ab\u00a0bourrins\u00a0\u00bb qui savent ainsi se faire d\u00e9tester :<\/p>\n<ul>\n<li>En contactant n&rsquo;importe qui au hasard pour multiplier les contacts car \u00ab\u00a0plus on en appelle, plus on a de r\u00e9ponses\u00a0\u00bb alors que la vraie question est de savoir comment avoir un maximum de r\u00e9ponses avec un minimum d&rsquo;efforts et en \u00e9vitant d&rsquo;irriter le monde<\/li>\n<li>En ennuyant le prospect de mani\u00e8re descendante et sans m\u00eame se pr\u00e9occuper de qui il est (comme ces vendeurs de quatre sous qui m&rsquo;appellent tous les jours pour me vendre des services de nettoyage alors que nous sommes en coworking et que cela est indiqu\u00e9 clairement sur le site Web)<\/li>\n<li>En parlant de son produit sans essayer de comprendre le client ou prospect et ses besoins (\u00e0 d\u00e9faut de les avoir \u00e9tudi\u00e9s) et en d\u00e9bitant son pitch de vente \u00e0 toute vitesse (les call centers indiens sont particuli\u00e8rement efficaces en ce domaine)<\/li>\n<li>En masquant son n\u00b0 de t\u00e9l\u00e9phone \u00e9tranger derri\u00e8re un n\u00b0 noir (en 01 par exemple), voire m\u00eame un n\u00b0 de t\u00e9l\u00e9phone mobile (derni\u00e8re innovation)<\/li>\n<li>En insistant lourdement quand la personne dit, \u00ab\u00a0je ne suis pas int\u00e9ress\u00e9\u00a0\u00bb, histoire de la pressuriser un peu (une sorte de viol par t\u00e9l\u00e9phone) ou de la m\u00eame mani\u00e8re, en lui envoyant des messages automatis\u00e9s de plus en plus insultants \u00ab\u00a0<a href=\"https:\/\/visionarymarketing.com\/2019\/02\/autopsie-spam\/\">comment ! vous n&rsquo;avez pas lu mon dernier mail ?!<\/a>\u00a0\u00bb destin\u00e9s \u00e0 culpabiliser, <a href=\"https:\/\/visionarymarketing.com\/2019\/12\/rgpd-protection-consommateur\/\">tout cela malgr\u00e9 le RGPD bien s\u00fbr<\/a>. Mention sp\u00e9ciale \u00e0 ces gens que vous rencontrez une fois et qui vous ajoutent \u00e0 leur newsletter sans vous demander la permission. Comble de la goujaterie.<\/li>\n<li>En volant les donn\u00e9es de ses contacts depuis LinkedIn<\/li>\n<li>En vous demandant en contact non pas pour se lier \u00e0 vous mais pour utiliser votre r\u00e9seau et rebondir sur vous et ennuyer plus de gens<\/li>\n<li>etc. etc.<\/li>\n<\/ul>\n<p>Attention ! Je ne dis pas qu&rsquo;il ne faut pas appeler des gens au t\u00e9l\u00e9phone, ni que l&rsquo;approche directe est inefficace. Bien au contraire. <a href=\"https:\/\/www.linkedin.com\/posts\/michaelaguilarconferencier_un-tr%C3%A8s-belle-le%C3%A7on-de-vente-je-viens-activity-6544605823048519681-K3NR\" target=\"_blank\" rel=\"noopener noreferrer\">D&rsquo;ailleurs, je suis un grand partisan du t\u00e9l\u00e9phone qui prouve plus que jamais son efficacit\u00e9<\/a>. Tout au contraire, comme l&rsquo;explique Bruno, l&rsquo;approche directe est la bonne approche, mais c&rsquo;est une question de m\u00e9thode. Allons voir ce qu&rsquo;un des meilleurs sp\u00e9cialistes de la vente peut nous apprendre.<\/p>\n<figure id=\"attachment_35465\" aria-describedby=\"caption-attachment-35465\" style=\"width: 559px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-35465 size-full\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/Screenshot-2020-01-25-at-11.54.43.png\" alt=\"vente bourrins\" width=\"559\" height=\"315\" srcset=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/Screenshot-2020-01-25-at-11.54.43.png 559w, https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/Screenshot-2020-01-25-at-11.54.43-500x282.png 500w\" sizes=\"(max-width: 559px) 100vw, 559px\" \/><figcaption id=\"caption-attachment-35465\" class=\"wp-caption-text\"><a href=\"https:\/\/www.gitomer.com\/people-dont-like-to-be-sold-but-they-love-to-buy\/\" target=\"_blank\" rel=\"noopener noreferrer\">\u00ab\u00a0Les acheteurs d\u00e9testent les vendeurs mais ils adorent acheter\u00a0\u00bb<\/a>. A vous de jouer pour que vos clients vous ach\u00e8tent ! Ce n&rsquo;est pas une vierge effarouch\u00e9e qui le dit, c&rsquo;est le \u00ab\u00a0roi de la vente\u00a0\u00bb Jeffrey Gitomer !<\/figcaption><\/figure>\n<figure id=\"attachment_35463\" aria-describedby=\"caption-attachment-35463\" style=\"width: 491px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-35463 size-full\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/jeffrey-gitomer.png\" alt=\"vente bourrins\" width=\"491\" height=\"260\" \/><figcaption id=\"caption-attachment-35463\" class=\"wp-caption-text\">\u00ab\u00a0La science et le sport du r\u00e9seautage ne sont pas faits pour les entrepreneurs ni les vendeurs press\u00e9s \u00e0 conclure. Si tel est votre profil, jetez ce livre et donnez le \u00e0 quelqu&rsquo;un qui veut vraiment faire fortune, pas juste r\u00e9aliser une vente\u00a0\u00bb. Jeffrey Gitomer &#8211; The Little Black Book of Connections<\/figcaption><\/figure>\n<h3>La vente des bourrins n&rsquo;est pas inefficace elle est inefficiente<\/h3>\n<p>En gros, les \u00ab bourrins \u00bb pr\u00e9tendent que la m\u00e9thode qu&rsquo;ils utilisent est d\u00e9sagr\u00e9able mais qu&rsquo;elle est efficace. Je pr\u00e9tends avec Jeffrey Gitomer qu&rsquo;elle est d\u00e9sagr\u00e9able et<a href=\"http:\/\/www.toupie.org\/Dictionnaire\/Efficacite.htm\" target=\"_blank\" rel=\"noopener noreferrer\"><strong> inefficiente<\/strong><\/a> (nuance). Et on ne peut accuser Gitomer d&rsquo;avoir jamais \u00e9t\u00e9 \u00ab\u00a0une vierge effarouch\u00e9e\u00a0\u00bb, mais au contraire d&rsquo;avoir \u00e9t\u00e9 un des profs de vente les plus inspirants de tous les temps.<\/p>\n<p><iframe title=\"Social Selling : les vendeurs, &quot;les bourrins&quot; et les autres\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/nX4Yg2X2YAg?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<h3>Les bourrins sont les fossoyeurs du social selling<\/h3>\n<p>(Social selling qui n&rsquo;est en aucun cas le synonyme de la vente via LinkedIn, qu&rsquo;on se le rappelle une fois pour toutes)<\/p>\n<p>Ces m\u00e9thodes ne sont pas seulement d\u00e9sastreuses, elles sont peu porteuses de r\u00e9sultats, et ne m\u00e8neront \u00e0 terme qu&rsquo;\u00e0 l&rsquo;appauvrissement continu de l&rsquo;efficacit\u00e9 des (mauvaises) approches via LinkedIn, jusqu&rsquo;\u00e0 finir par en menacer la p\u00e9rennit\u00e9. Sans compter la riposte gradu\u00e9e \u2014 <a href=\"https:\/\/www.liberation.fr\/france\/2019\/08\/02\/demarchage-telephonique-abusif-ou-en-est-la-reglementation_1743349\" target=\"_blank\" rel=\"noopener noreferrer\">mais tardive et encore assez faible<\/a> \u2014 des autorit\u00e9s de r\u00e9glementation pour limiter les pratiques douteuses, t\u00e9l\u00e9phoniques, ou digitales.<\/p>\n<figure id=\"attachment_35473\" aria-describedby=\"caption-attachment-35473\" style=\"width: 640px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/www.bustle.com\/p\/a-sephora-store-used-color-coded-baskets-to-determine-who-did-didnt-want-assistance-19301417\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"wp-image-35473 size-full\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/EIjHExJUcAAO9bU.jpeg\" alt=\"vente bourrins\" width=\"640\" height=\"640\" srcset=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/EIjHExJUcAAO9bU.jpeg 640w, https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/EIjHExJUcAAO9bU-300x300.jpeg 300w, https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/EIjHExJUcAAO9bU-150x150.jpeg 150w\" sizes=\"(max-width: 640px) 100vw, 640px\" \/><\/a><figcaption id=\"caption-attachment-35473\" class=\"wp-caption-text\">M\u00eame dans les magasins, apprendre \u00e0 rel\u00e2cher la pression peut \u00eatre aussi un moyen de vendre mieux sans pressuriser le client.<a href=\"https:\/\/www.bustle.com\/p\/a-sephora-store-used-color-coded-baskets-to-determine-who-did-didnt-want-assistance-19301417\" target=\"_blank\" rel=\"noopener noreferrer\"> Une mention sp\u00e9ciale \u00e0 Sephora qui a compris cela<\/a>. Ma question est que fait-on quand on a choisi un panier rouge et qu&rsquo;on a besoin d&rsquo;aide ?<\/figcaption><\/figure>\n<h3>Vente de bourrins et hard selling<\/h3>\n<p>J&rsquo;ai d\u00e9but\u00e9 ma carri\u00e8re dans une \u00e9cole de vente en hard selling, et j&rsquo;en connais bien les techniques, m\u00eame si je n&rsquo;ai pas la pr\u00e9tention de croire que je suis un expert de ce domaine, Dieu merci.<\/p>\n<figure id=\"attachment_35478\" aria-describedby=\"caption-attachment-35478\" style=\"width: 179px\" class=\"wp-caption alignleft\"><img decoding=\"async\" class=\"wp-image-35478 size-full\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/kisspng-little-red-book-of-selling-12-5-principles-of-sal-5b1499abd6fc82.8090959815280767158806-e1579959449104.jpg\" alt=\"\" width=\"179\" height=\"250\" \/><figcaption id=\"caption-attachment-35478\" class=\"wp-caption-text\"><a href=\"https:\/\/web.archive.org\/web\/20170709041701\/https:\/\/www.sparklane-group.com\/fr\/blog\/\" target=\"_blank\" rel=\"noopener noreferrer\">L&rsquo;autre opus incontournable de Gitomer, The little red book of selling<\/a><\/figcaption><\/figure>\n<p>Je pratique m\u00eame encore certaines techniques que j&rsquo;ai apprises, notamment sur le closing. Et je prospecte beaucoup, mais pas n&rsquo;importe comment.<\/p>\n<p>J&rsquo;ai trouv\u00e9 que tout naturellement, quand on avait nou\u00e9 des relations par Networking la vente \u00e9tait beaucoup plus facile, mieux, agr\u00e9able.<\/p>\n<p>Elle m\u00e8ne \u00e0 travailler avec des gens avec qui on a des affinit\u00e9s et non des prospects \u00e0 qui on veut forcer la main. La relation dans le travail n&rsquo;en est que meilleure, une fois le contrat sign\u00e9.<\/p>\n<p>Si j&rsquo;utilise donc des m\u00e9thodes douces, ce n&rsquo;est pas uniquement parce que je suis un Bisounours, mais parce que cela est tr\u00e8s efficient comme le d\u00e9crit Gitomer. <strong>Moins de travail et plus d&rsquo;efficacit\u00e9 et en plus dans la bonne humeur et en nouant des relations amicales<\/strong>.<\/p>\n<h3>Faut-il faire de la vente de \u00ab\u00a0bourrins\u00a0\u00bb quand on n&rsquo;est pas connu ?<\/h3>\n<p>Ou plut\u00f4t chercher \u00e0 devenir connu pour ne pas vendre comme un \u00ab\u00a0bourrin\u00a0\u00bb ?<\/p>\n<figure id=\"attachment_35479\" aria-describedby=\"caption-attachment-35479\" style=\"width: 226px\" class=\"wp-caption alignright\"><img decoding=\"async\" class=\"wp-image-35479 size-full\" src=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/download-little-black-book-of-connections-65-assets-for-networking-your-way-to-rich-relationships-full-books-1-638-e1579959462258.jpg\" alt=\"\" width=\"226\" height=\"250\" \/><figcaption id=\"caption-attachment-35479\" class=\"wp-caption-text\">Le petit livre noir est disponible <a href=\"https:\/\/www.amazon.fr\/Jeffrey-Gitomers-Little-Black-Connections-ebook\/dp\/B004Z1ER9A\/ref=tmm_kin_swatch_0?_encoding=UTF8&amp;qid=1579959907&amp;sr=8-1\" target=\"_blank\" rel=\"noopener noreferrer\">en audio, en ebook et en livre<\/a><\/figcaption><\/figure>\n<p>D&rsquo;aucuns m&rsquo;ont reproch\u00e9 que c&rsquo;\u00e9tait forc\u00e9ment ceux \u00ab\u00a0qui n&rsquo;avaient pas besoin de prospecter\u00a0\u00bb (je les cite, car personne n&rsquo;a \u00ab\u00a0pas besoin de prospecter\u00a0\u00bb sauf peut-\u00eatre la Reine d&rsquo;Angleterre et encore) qui pouvaient se pr\u00e9valoir des m\u00e9thodes douces. Les autres \u00ab\u00a0tapent dans le dur\u00a0\u00bb.<\/p>\n<p>Je pr\u00e9tends l&rsquo;inverse, \u00e0 savoir que parce que j&rsquo;ai envie de prospecter je me suis donn\u00e9 du temps et que j&rsquo;ai travaill\u00e9 beaucoup sur mon r\u00e9seau pour faire en sorte que je n&rsquo;aie jamais \u00e0 taper dans le dur car c&rsquo;est inefficace et d\u00e9sagr\u00e9able.<\/p>\n<p>C&rsquo;est pour cela que j&rsquo;ai invit\u00e9 Bruno Fridlansky, \u00e0 la lumi\u00e8re de son dernier livre et de son exp\u00e9rience sur le r\u00e9seau des r\u00e9seaux professionnels, \u00e0 nous donner son \u00e9clairage et \u00e0 nous parler de la vente, des bourrins et de la fa\u00e7on dont il fallait vraiment proc\u00e9der.<\/p>\n<p><em>A vous de jouer et de networker.<\/em><\/p>\n<div itemscope itemtype=\"http:\/\/schema.org\/AudioObject\"><meta itemprop=\"name\" content=\"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer\" \/><meta itemprop=\"uploadDate\" content=\"2020-01-27T08:30:36+01:00\" \/><meta itemprop=\"encodingFormat\" content=\"audio\/mpeg\" \/><meta itemprop=\"duration\" content=\"PT4M40S\" \/><meta itemprop=\"description\" content=\"Lors du dernier Social Selling Forum, un confr\u00e8re s&#039;est \u00e9cri\u00e9 \u00a0en public (\u00e0 mon intention et en substance, mais la citation est assez proche de la r\u00e9alit\u00e9) : \u00ab Il faut arr\u00eater cette technique de vierges effarouch\u00e9es, et en revenir \u00e0 la vente de &#039;bour...\" \/><meta itemprop=\"contentUrl\" content=\"https:\/\/media.blubrry.com\/visionarymarketing_les\/visionarymarketing.com\/files\/podcasts\/Bruno-Fridlansky-bourrins-01.mp3\" \/><meta itemprop=\"contentSize\" content=\"6.4\" \/><div class=\"powerpress_player\" id=\"powerpress_player_102\"><audio class=\"wp-audio-shortcode\" id=\"audio-35256-1\" preload=\"none\" style=\"width: 100%;\" controls=\"controls\"><source type=\"audio\/mpeg\" src=\"https:\/\/media.blubrry.com\/visionarymarketing_les\/visionarymarketing.com\/files\/podcasts\/Bruno-Fridlansky-bourrins-01.mp3?_=1\" \/><a href=\"https:\/\/media.blubrry.com\/visionarymarketing_les\/visionarymarketing.com\/files\/podcasts\/Bruno-Fridlansky-bourrins-01.mp3\">https:\/\/media.blubrry.com\/visionarymarketing_les\/visionarymarketing.com\/files\/podcasts\/Bruno-Fridlansky-bourrins-01.mp3<\/a><\/audio><\/div><\/div><p class=\"powerpress_links powerpress_links_mp3\" style=\"margin-bottom: 1px !important;\">Podcast: <a href=\"https:\/\/media.blubrry.com\/visionarymarketing_les\/visionarymarketing.com\/files\/podcasts\/Bruno-Fridlansky-bourrins-01.mp3\" class=\"powerpress_link_pinw\" target=\"_blank\" title=\"Play in new window\" onclick=\"return powerpress_pinw('https:\/\/visionarymarketing.com\/fr\/\/?powerpress_pinw=35256-podcast');\" rel=\"nofollow\">Play in new window<\/a> | <a href=\"https:\/\/media.blubrry.com\/visionarymarketing_les\/visionarymarketing.com\/files\/podcasts\/Bruno-Fridlansky-bourrins-01.mp3\" class=\"powerpress_link_d\" title=\"Download\" rel=\"nofollow\" download=\"Bruno-Fridlansky-bourrins-01.mp3\">Download<\/a> (Duration: 4:40 &#8212; 6.4MB)<\/p><p class=\"powerpress_links powerpress_subscribe_links\">Subscribe: <a href=\"https:\/\/itunes.apple.com\/us\/podcast\/visionarymarketing-les-interviews\/id731295319?mt=2&amp;ls=1#episodeGuid=https%3A%2F%2Fvisionarymarketing.com%2F%3Fp%3D35256\" class=\"powerpress_link_subscribe powerpress_link_subscribe_itunes\" target=\"_blank\" title=\"Subscribe on Apple Podcasts\" rel=\"nofollow\">Apple Podcasts<\/a> | <a href=\"https:\/\/open.spotify.com\/show\/52VnZ1mhVSnDs4tQOx7Vuc\" class=\"powerpress_link_subscribe powerpress_link_subscribe_spotify\" target=\"_blank\" title=\"Subscribe on Spotify\" rel=\"nofollow\">Spotify<\/a> | <a href=\"https:\/\/subscribeonandroid.com\/visionarymarketing.com\/fr\/feed\/podcast\/\" class=\"powerpress_link_subscribe powerpress_link_subscribe_android\" target=\"_blank\" title=\"Subscribe on Android\" rel=\"nofollow\">Android<\/a> | <a href=\"https:\/\/visionarymarketing.com\/fr\/feed\/podcast\/\" class=\"powerpress_link_subscribe powerpress_link_subscribe_rss\" target=\"_blank\" title=\"Subscribe via RSS\" rel=\"nofollow\">RSS<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Lors du dernier Social Selling Forum, un confr\u00e8re s&rsquo;est \u00e9cri\u00e9 \u00a0en public (\u00e0 mon intention et en substance, mais la citation est assez proche de la r\u00e9alit\u00e9) : \u00ab Il faut arr\u00eater cette technique de vierges effarouch\u00e9es, et en revenir \u00e0 la vente de &lsquo;bourrin&rsquo;, moi, je suis favorable aux &lsquo;bourrins&rsquo; et il faut taper &hellip;<\/p>\n","protected":false},"author":2,"featured_media":35323,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4057],"tags":[],"class_list":["post-35256","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-vente"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer<\/title>\n<meta name=\"description\" content=\"Que penser de la vente de &#039;bourrins&#039; qui &quot;tapent dans le dur !&quot; Je vous livre ici mes r\u00e9flexions et recommande un livre de Jeffrey Gitomer\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer\" \/>\n<meta property=\"og:description\" content=\"Que penser de la vente de &#039;bourrins&#039; qui &quot;tapent dans le dur !&quot; Je vous livre ici mes r\u00e9flexions et recommande un livre de Jeffrey Gitomer\" \/>\n<meta property=\"og:url\" content=\"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/\" \/>\n<meta property=\"og:site_name\" content=\"Marketing and Innovation\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/vismktg\" \/>\n<meta property=\"article:author\" content=\"http:\/\/facebook.com\/ygourven\" \/>\n<meta property=\"article:published_time\" content=\"2020-01-27T07:30:36+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-03-15T06:52:05+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/jumpstory-download20200110-131157.png\" \/>\n\t<meta property=\"og:image:width\" content=\"552\" \/>\n\t<meta property=\"og:image:height\" content=\"340\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Yann Gourvennec\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ygourven\" \/>\n<meta name=\"twitter:site\" content=\"@ygourven\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Yann Gourvennec\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"8 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"NewsArticle\",\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/\"},\"author\":{\"name\":\"Yann Gourvennec\",\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/#\\\/schema\\\/person\\\/3754fee1e558f47b8deb46f53c37423e\"},\"headline\":\"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer\",\"datePublished\":\"2020-01-27T07:30:36+00:00\",\"dateModified\":\"2024-03-15T06:52:05+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/\"},\"wordCount\":1661,\"commentCount\":1,\"image\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/visionarymarketing.com\\\/wp-content\\\/uploads\\\/2020\\\/01\\\/jumpstory-download20200110-131157.png\",\"articleSection\":[\"Vente et marketing\"],\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/\",\"url\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/\",\"name\":\"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/visionarymarketing.com\\\/wp-content\\\/uploads\\\/2020\\\/01\\\/jumpstory-download20200110-131157.png\",\"datePublished\":\"2020-01-27T07:30:36+00:00\",\"dateModified\":\"2024-03-15T06:52:05+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/#\\\/schema\\\/person\\\/3754fee1e558f47b8deb46f53c37423e\"},\"description\":\"Que penser de la vente de 'bourrins' qui \\\"tapent dans le dur !\\\" Je vous livre ici mes r\u00e9flexions et recommande un livre de Jeffrey Gitomer\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#breadcrumb\"},\"inLanguage\":\"fr-FR\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#primaryimage\",\"url\":\"https:\\\/\\\/visionarymarketing.com\\\/wp-content\\\/uploads\\\/2020\\\/01\\\/jumpstory-download20200110-131157.png\",\"contentUrl\":\"https:\\\/\\\/visionarymarketing.com\\\/wp-content\\\/uploads\\\/2020\\\/01\\\/jumpstory-download20200110-131157.png\",\"width\":552,\"height\":340,\"caption\":\"Marketeurs bourrins\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/2020\\\/01\\\/27\\\/vendeurs-bourrins\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/#website\",\"url\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/\",\"name\":\"Marketing and Innovation\",\"description\":\"Site d&#039;infos ind\u00e9pendant, depuis 1996\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"fr-FR\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/#\\\/schema\\\/person\\\/3754fee1e558f47b8deb46f53c37423e\",\"name\":\"Yann Gourvennec\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"fr-FR\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/5972001801e8de5692a3e31224e85769f50a55fb8b679749f9c8d1868cceff14?s=96&d=initials&r=g&initials=yg\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/5972001801e8de5692a3e31224e85769f50a55fb8b679749f9c8d1868cceff14?s=96&d=initials&r=g&initials=yg\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/5972001801e8de5692a3e31224e85769f50a55fb8b679749f9c8d1868cceff14?s=96&d=initials&r=g&initials=yg\",\"caption\":\"Yann Gourvennec\"},\"description\":\"Yann Gourvennec created visionarymarketing.com in 1996. He is a speaker and author of many books. In 2014 he went from intrapreneur to entrepreneur, when he created his digital marketing agency. Yann Gourvennec a cr\u00e9\u00e9 visionarymarketing.com en 1996. Il est conf\u00e9rencier et auteur de plusieurs livres. En 2014, il est pass\u00e9 d'intrapreneur \u00e0 entrepreneur en cr\u00e9ant son agence de marketing num\u00e9rique.\",\"sameAs\":[\"https:\\\/\\\/visionarymarketing.com\",\"http:\\\/\\\/facebook.com\\\/ygourven\",\"http:\\\/\\\/linkedin.com\\\/in\\\/ygourven\",\"https:\\\/\\\/x.com\\\/ygourven\",\"https:\\\/\\\/www.youtube.com\\\/c\\\/visionarymarketingagency\"],\"url\":\"https:\\\/\\\/visionarymarketing.com\\\/fr\\\/author\\\/yann-gourvennec\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer","description":"Que penser de la vente de 'bourrins' qui \"tapent dans le dur !\" Je vous livre ici mes r\u00e9flexions et recommande un livre de Jeffrey Gitomer","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/","og_locale":"fr_FR","og_type":"article","og_title":"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer","og_description":"Que penser de la vente de 'bourrins' qui \"tapent dans le dur !\" Je vous livre ici mes r\u00e9flexions et recommande un livre de Jeffrey Gitomer","og_url":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/","og_site_name":"Marketing and Innovation","article_publisher":"https:\/\/www.facebook.com\/vismktg","article_author":"http:\/\/facebook.com\/ygourven","article_published_time":"2020-01-27T07:30:36+00:00","article_modified_time":"2024-03-15T06:52:05+00:00","og_image":[{"width":552,"height":340,"url":"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/jumpstory-download20200110-131157.png","type":"image\/png"}],"author":"Yann Gourvennec","twitter_card":"summary_large_image","twitter_creator":"@ygourven","twitter_site":"@ygourven","twitter_misc":{"\u00c9crit par":"Yann Gourvennec","Dur\u00e9e de lecture estim\u00e9e":"8 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"NewsArticle","@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#article","isPartOf":{"@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/"},"author":{"name":"Yann Gourvennec","@id":"https:\/\/visionarymarketing.com\/fr\/#\/schema\/person\/3754fee1e558f47b8deb46f53c37423e"},"headline":"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer","datePublished":"2020-01-27T07:30:36+00:00","dateModified":"2024-03-15T06:52:05+00:00","mainEntityOfPage":{"@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/"},"wordCount":1661,"commentCount":1,"image":{"@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#primaryimage"},"thumbnailUrl":"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/jumpstory-download20200110-131157.png","articleSection":["Vente et marketing"],"inLanguage":"fr-FR","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/","url":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/","name":"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer","isPartOf":{"@id":"https:\/\/visionarymarketing.com\/fr\/#website"},"primaryImageOfPage":{"@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#primaryimage"},"image":{"@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#primaryimage"},"thumbnailUrl":"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/jumpstory-download20200110-131157.png","datePublished":"2020-01-27T07:30:36+00:00","dateModified":"2024-03-15T06:52:05+00:00","author":{"@id":"https:\/\/visionarymarketing.com\/fr\/#\/schema\/person\/3754fee1e558f47b8deb46f53c37423e"},"description":"Que penser de la vente de 'bourrins' qui \"tapent dans le dur !\" Je vous livre ici mes r\u00e9flexions et recommande un livre de Jeffrey Gitomer","breadcrumb":{"@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#breadcrumb"},"inLanguage":"fr-FR","potentialAction":[{"@type":"ReadAction","target":["https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/"]}]},{"@type":"ImageObject","inLanguage":"fr-FR","@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#primaryimage","url":"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/jumpstory-download20200110-131157.png","contentUrl":"https:\/\/visionarymarketing.com\/wp-content\/uploads\/2020\/01\/jumpstory-download20200110-131157.png","width":552,"height":340,"caption":"Marketeurs bourrins"},{"@type":"BreadcrumbList","@id":"https:\/\/visionarymarketing.com\/fr\/2020\/01\/27\/vendeurs-bourrins\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/visionarymarketing.com\/fr\/"},{"@type":"ListItem","position":2,"name":"La vente, les bourrins, le social selling et les conseils de Jeffrey Gitomer"}]},{"@type":"WebSite","@id":"https:\/\/visionarymarketing.com\/fr\/#website","url":"https:\/\/visionarymarketing.com\/fr\/","name":"Marketing and Innovation","description":"Site d&#039;infos ind\u00e9pendant, depuis 1996","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/visionarymarketing.com\/fr\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"fr-FR"},{"@type":"Person","@id":"https:\/\/visionarymarketing.com\/fr\/#\/schema\/person\/3754fee1e558f47b8deb46f53c37423e","name":"Yann Gourvennec","image":{"@type":"ImageObject","inLanguage":"fr-FR","@id":"https:\/\/secure.gravatar.com\/avatar\/5972001801e8de5692a3e31224e85769f50a55fb8b679749f9c8d1868cceff14?s=96&d=initials&r=g&initials=yg","url":"https:\/\/secure.gravatar.com\/avatar\/5972001801e8de5692a3e31224e85769f50a55fb8b679749f9c8d1868cceff14?s=96&d=initials&r=g&initials=yg","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/5972001801e8de5692a3e31224e85769f50a55fb8b679749f9c8d1868cceff14?s=96&d=initials&r=g&initials=yg","caption":"Yann Gourvennec"},"description":"Yann Gourvennec created visionarymarketing.com in 1996. He is a speaker and author of many books. In 2014 he went from intrapreneur to entrepreneur, when he created his digital marketing agency. Yann Gourvennec a cr\u00e9\u00e9 visionarymarketing.com en 1996. Il est conf\u00e9rencier et auteur de plusieurs livres. En 2014, il est pass\u00e9 d'intrapreneur \u00e0 entrepreneur en cr\u00e9ant son agence de marketing num\u00e9rique.","sameAs":["https:\/\/visionarymarketing.com","http:\/\/facebook.com\/ygourven","http:\/\/linkedin.com\/in\/ygourven","https:\/\/x.com\/ygourven","https:\/\/www.youtube.com\/c\/visionarymarketingagency"],"url":"https:\/\/visionarymarketing.com\/fr\/author\/yann-gourvennec\/"}]}},"_links":{"self":[{"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/posts\/35256","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/comments?post=35256"}],"version-history":[{"count":0,"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/posts\/35256\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/media\/35323"}],"wp:attachment":[{"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/media?parent=35256"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/categories?post=35256"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/visionarymarketing.com\/fr\/wp-json\/wp\/v2\/tags?post=35256"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}