{"id":5793,"date":"2017-04-24T08:08:58","date_gmt":"2017-04-24T13:08:58","guid":{"rendered":"http:\/\/service-conseil-cm.com\/?p=5793"},"modified":"2019-12-31T16:13:40","modified_gmt":"2019-12-31T21:13:40","slug":"comment-gerer-les-objections-face-aux-nouvelles-idees","status":"publish","type":"post","link":"https:\/\/www.corinemarkey.com\/service\/blog\/comment-gerer-les-objections-face-aux-nouvelles-idees\/","title":{"rendered":"Comment g\u00e9rer les objections face aux nouvelles id\u00e9es ?"},"content":{"rendered":"
\"Comment<\/a>

Prendre du recul pour se demander quelles pourraient \u00eatre les objections !<\/p><\/div>\n

Dans ma formation \u00ab Parler en public \u00bb ou \u00ab Se d\u00e9marquer dans ses pr\u00e9sentations \u00bb j\u2019invite les participants \u00e0 se mettre dans les souliers des auditeurs pour se demander quelles objections ils pourraient formuler et se pr\u00e9parer \u00e0 r\u00e9pondre. Se pr\u00e9parer \u00e0 g\u00e9rer les objections. Se sentir d\u00e9muni face \u00e0 une question inattendue n\u2019est pas agr\u00e9able et cela peut donner une impression de manque de profondeur de connaissance du sujet.<\/p>\n

J’appelle cela se mettre en position d’h\u00e9licopt\u00e8re.<\/h3>\n

Dans la revue HBR,\u00a0John P. Kotter<\/a> propose 24 questions \u00e0 se poser pour d\u00e9fendre de nouvelles id\u00e9es. Il a remarqu\u00e9 que nous sommes port\u00e9s \u00e0 chercher de nouvelles id\u00e9es, mais pas \u00e0 se pr\u00e9parer \u00e0 les d\u00e9fendre ensuite face aux objections. Le fait de s\u2019y pr\u00e9parer permet de r\u00e9pondre calmement sans prendre ces objections comme des attaques personnelles (le pi\u00e8ge).<\/p>\n

Voici donc ces 24 questions\u00a0:<\/h3>\n
    \n
  1. Nous r\u00e9ussissons, pourquoi changer ?<\/li>\n
  2. L\u2019argent (ou tout autre aspect non directement trait\u00e9 par la proposition mise en cause) est l\u2019unique chose qui importe.<\/li>\n
  3. Vous exag\u00e9rez le probl\u00e8me.<\/li>\n
  4. Insinuez-vous que nous ayons failli ?<\/li>\n
  5. O\u00f9 est l\u2019objectif cach\u00e9 dans cette affaire ?<\/li>\n
  6. Et que dites vus sur \u00e7a ? Et \u00e7a ?<\/li>\n
  7. Votre proposition va trop loin\/pas assez loin.<\/li>\n
  8. Vous posez la question de l\u2019\u0153uf et de la poule.<\/li>\n
  9. \u00c7a ressemble \u00e0 \u2026 (quelque chose d\u2019abominable)<\/li>\n
  10. Vous abandonnez nos valeurs fondamentales<\/li>\n
  11. Trop simple pour marcher.<\/li>\n
  12. Personne ne fait ne cela.<\/li>\n
  13. On ne peut gagner sur tous les tableaux.<\/li>\n
  14. Ah ah ! Que dites-vous de ceci ! (Ceci \u00e9tant un point bien anxiog\u00e8ne dont les promoteurs de l\u2019id\u00e9e ne savent rien, et que les assaillants ont gard\u00e9 secret jusqu\u2019\u00e0 l\u2019ultime seconde).<\/li>\n
  15. Les gens ont d\u00e9j\u00e0 trop de pr\u00e9occupations.<\/li>\n
  16. D\u00e9j\u00e0 test\u00e9 dans le pass\u00e9 et cela n\u2019a pas fonctionn\u00e9.<\/li>\n
  17. Trop difficile \u00e0 comprendre.<\/li>\n
  18. L\u2019id\u00e9e est bonne, mais le timing est mauvais.<\/li>\n
  19. Cela repr\u00e9sente trop de travail.<\/li>\n
  20. Cela ne marchera pas chez nous. Nous sommes diff\u00e9rents.<\/li>\n
  21. Cela nous met sur une pente glissante.<\/li>\n
  22. Nous ne pouvons pas nous le permettre.<\/li>\n
  23. Vous ne convaincrez jamais assez de gens.<\/li>\n
  24. Nous ne sommes pas \u00e9quip\u00e9s pour \u00e7a.<\/li>\n<\/ol>\n

    Quels sont vos trucs \u00e0 vous pour g\u00e9rer les objections quand vous proposez une nouvelle id\u00e9e ?<\/p>\n

    Je vous invite \u00e0 vous inscrire \u00e0\u00a0mon infolettre mensuelle du SPLING en affaires.<\/a>\u00a0Voici le lien vers\u00a0mes autres articles de blog<\/a>\u00a0 dans lesquels je partage d\u2019autres trucs et observations pour d\u00e9velopper le leadership et optimiser l\u2019organisation !<\/h3>\n

    Corine Markey : Coach Professionnelle Certifi\u00e9e, formatrice agr\u00e9\u00e9e et conf\u00e9renci\u00e8re.<\/p>\n","protected":false},"excerpt":{"rendered":"

    Dans ma formation \u00ab Parler en public \u00bb ou \u00ab Se d\u00e9marquer dans ses pr\u00e9sentations \u00bb j\u2019invite les participants \u00e0 se mettre dans les souliers des auditeurs pour se demander […]<\/p>\n","protected":false},"author":1,"featured_media":5795,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[2],"tags":[152,180,200,337,210,248],"yoast_head":"\nComment g\u00e9rer les objections face aux nouvelles id\u00e9es ? - Service Conseil CM<\/title>\n<meta name=\"description\" content=\"J\u2019invite les participants \u00e0 se mettre dans les souliers des auditeurs pour g\u00e9rer les objections face aux nouvelles id\u00e9es qu'ils pourraient formuler\" \/>\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.corinemarkey.com\/service\/blog\/comment-gerer-les-objections-face-aux-nouvelles-idees\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Comment g\u00e9rer les objections face aux nouvelles id\u00e9es ? 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