{"id":2766,"date":"2020-11-24T09:42:44","date_gmt":"2020-11-24T14:42:44","guid":{"rendered":"https:\/\/jeanpierrelauzier.com\/wpn\/preoccupation-principale-augmenter-ventes\/"},"modified":"2020-11-24T20:35:11","modified_gmt":"2020-11-25T01:35:11","slug":"preoccupation-principale-augmenter-ventes","status":"publish","type":"post","link":"https:\/\/jeanpierrelauzier.com\/en\/preoccupation-principale-augmenter-ventes\/","title":{"rendered":"IS YOUR PRINCIPLE PREOCCUPATION TO INCREASE YOUR SALES?"},"content":{"rendered":"<div  class='av-hotspot-image-container av-kgu7t4x1-83fd93aef5dc9fc9e4dadbaafd1cf919  avia-builder-el-0  el_before_av_section  avia-builder-el-first  av-hotspot-numbered av-mobile-fallback-active  av-non-fullwidth-hotspot-image'  itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class='av-hotspot-container'><div class='av-hotspot-container-inner-cell'><div class='av-hotspot-container-inner-wrap'><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-2663 avia-img-lazy-loading-not-2663 avia_image' src=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44.jpg\" alt='Vendez rapidement' title='Sans titre (44)'  height=\"600\" width=\"1900\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44.jpg 1900w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44-300x95.jpg 300w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44-1030x325.jpg 1030w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44-768x243.jpg 768w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44-1536x485.jpg 1536w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44-1500x474.jpg 1500w, https:\/\/jeanpierrelauzier.com\/wpn\/wp-content\/uploads\/2020\/11\/Sans-titre-44-705x223.jpg 705w\" sizes=\"(max-width: 1900px) 100vw, 1900px\" \/><\/div><\/div><\/div><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28\">\n.avia-section.av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28{\nbackground-color:#32323b;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-kfpx2wb9-4684abf8a89175cdf08da6eaef284c28 main_color avia-section-small avia-no-border-styling  avia-builder-el-1  el_after_av_image_hotspot  el_before_av_textblock  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2766'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32\">\n#top .av_textblock_section.av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 .avia_textblock{\ncolor:#b7b7bc;\n}\n<\/style>\n<section  class='av_textblock_section av-kfpx3arj-cc1675fe5916de4ac3465f5c91df8c32 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h1><strong>IS YOUR PRINCIPLE PREOCCUPATION TO INCREASE YOUR SALES?<\/strong><\/h1>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2766'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><header class=\"entry-header\"><\/header>\n<div class=\"entry-content\">\n<p>Would you like to considerably increase your revenue? Are your sales cycles too long, or would you like to close more contracts, and acquire new clients? Well, if these questions are a challenge for you, or you are preoccupied with the answers, here is a solution which has been proven time and again.<\/p>\n<p>You want your Client to procure your product or service as quickly as possible, right? In this situation, what motivates a Client to buy a certain product or service? The answer is that human beings think of many different things at the same time, and these thoughts do not have the same importance from one person to another. A client acts, or buys, as a function of desire, or because something is bothering him, and consequently, he moves to action in order to eliminate, or at least reduce, one or many\u00a0<strong>dominant preoccupations<\/strong>.<\/p>\n<\/div>\n<\/div><\/section>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_2'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-4  el_after_av_textblock  el_before_av_section  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2766'><div class='entry-content-wrapper clearfix'>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>A specific definition of the term\u00a0<strong><em>dominant preoccupation\u00a0<\/em><\/strong>is as follows \u2013 it is the existence of a worry, anxiety, problem, challenge or desire which takes over all thoughts in a persistent manner. In other words, it is an idea that won\u2019t go away, constantly occupying your mind and for which we search for a favourable conclusion or outcome.<\/p>\n<p>And you, what are your dominant preoccupations? What do you think of before going to sleep at night, or when you\u2019re all alone in your car? What preoccupations keep coming back to you? Is your primary preoccupation to increase your sales, or to take a vacation, or make sure that your children get a good education, etc?<\/p>\n<\/div><\/section>\n\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='av_section_3'  class='avia-section av-4rn7-8e098a6782072b4520c045d9ddd6a6fc main_color avia-section-small avia-no-border-styling  avia-builder-el-6  el_after_av_section  el_before_av_one_third  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2766'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-40h5-63b7e5a50dbc1b7af6da600e4005e807\">\n.flex_column.av-40h5-63b7e5a50dbc1b7af6da600e4005e807{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-40h5-63b7e5a50dbc1b7af6da600e4005e807 av_one_full  avia-builder-el-7  avia-builder-el-no-sibling  first flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65\">\n#top .hr.hr-invisible.av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65{\nheight:30px;\n}\n<\/style>\n<div  class='hr av-kgscy4hj-27d2ab99cd5d8994034e1d3e0e86bc65 hr-invisible  avia-builder-el-8  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p>In order to better understand this concept, I\u2019d like to give you a few examples;<\/p>\n<p>First case \u2013 if someone smokes, and they are more or less worried about their health, they will never see the serious reasons why they should quit smoking. They know well enough that their health is important, and that it would be a good idea to stop smoking, but they will never stop because their health is not a\u00a0<strong><em>dominant preoccupation<\/em><\/strong>. However, if this same smoker suddenly learns from their doctor that if they don\u2019t quit, they will only live for a few more months, you can be sure that they\u2019ll quit, because it has suddenly become a\u00a0<strong><em>dominant preoccupation.\u00a0<\/em><\/strong>It goes without saying that this type of diagnostic usually arouses fear; the smoker will surely make every effort possible to eliminate this dominate preoccupation.<\/p>\n<p>Second case \u2013 let\u2019s take again the case of the smoker who is not ready to stop smoking, and is single. One of his latest obsessions is to find a suitable partner and possibly a wife. One fine day, he meets\u00a0<strong>THE\u00a0<\/strong>woman of his dreams, and it is love at first sight. But, as it turns out, the woman absolutely detests smoking and cigarettes. The fact the he is a heavy smoker has become a major stumbling block in the continuation of this long-awaited and much desired relationship, and his\u00a0<strong><em>dominant preoccupation\u00a0<\/em><\/strong>is to maintain the relationship with the woman of his dreams. Therefore, he will take the necessary action to stop smoking, temporarily if not permanently.<\/p>\n<p>Third case \u2013 if you changed your car this year, it is normal that the acquisition of this new car is important and you can\u2019t think of anything else. If however, your car lease is up at the end of the month, the closer the end is, the more you will be absorbed in your choice of what to do. If two days before the end of your lease you still haven\u2019t decided what you\u2019re going to do, or what kind of car you want, this choice becomes a\u00a0<strong><em>dominant preoccupation\u00a0<\/em><\/strong>and you have to take whatever measures are necessary in order to decide quickly, especially if you require a car for working.<\/p>\n<p>What we can learn from these examples is that when someone takes action and makes a decision, it is mainly due to the fact that they have found the solution to a\u00a0<strong><em>dominant preoccupation<\/em><\/strong>.<\/p>\n<p>Imagine you sell software, and after a lengthy confidence-building discussion with a Client, you ask \u201cIn your company, what are the greatest preoccupations or challenges that you face?\u201d He might answer \u201cwe want to reduce expenses because our profit margin has been reduced\u201d, then you have put your finger on the\u00a0<strong><em>dominant preoccupation\u00a0<\/em><\/strong>of this individual, and his company. From that moment on, every characteristic of your product or service that you are offering must respond to this preoccupation.<\/p>\n<p>Normally, there is more than one dominant preoccupation, and it\u2019s your job to find them. When however a Client openly communicates it to you, your sale is almost assured.<\/p>\n<p>I know that your product or service offers many benefits to your Clients, and that you want him to know of all the marvellous characteristics that it possesses. Take note though that your client\u00a0<strong>couldn\u2019t care less\u00a0<\/strong>about your product or service, because the only thing that interests him is to resolve his or her\u00a0<strong><em>dominant preoccupation.\u00a0<\/em><\/strong>Therefore, STOP talking about the qualities of your product, and START talking about how the product or service will resolve or diminish his preoccupations. Your sales will increase considerably when you start selling in this manner.<\/p>\n<p>Don\u2019t take my word for it, try it for yourself.<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb\">\n#top .hr.hr-invisible.av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb{\nheight:90px;\n}\n<\/style>\n<div  class='hr av-kgu8yhrb-d2aafff0562b214293e10faa0cc41dfb hr-invisible  avia-builder-el-10  el_after_av_textblock  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p style=\"text-align: center;\">Good luck and great sales!<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae\">\n#top .hr.hr-invisible.av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-kgu8yhrb-976334c76a88413fab96dfe1088c12ae hr-invisible  avia-builder-el-12  el_after_av_textblock  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='after_section_3'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2766'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" 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href='mailto:?subject=IS%20YOUR%20PRINCIPLE%20PREOCCUPATION%20TO%20INCREASE%20YOUR%20SALES%3F&#038;body=https:\/\/jeanpierrelauzier.com\/en\/preoccupation-principale-augmenter-ventes\/' data-av_icon='\ue805' data-av_iconfont='entypo-fontello'  title='' data-avia-related-tooltip='Share by Mail'><span class='avia_hidden_link_text'>Share by Mail<\/span><\/a><\/li><\/ul><\/div><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-3gt3-c28a5207159d12139dca1c5793cb6106\">\n.flex_column.av-3gt3-c28a5207159d12139dca1c5793cb6106{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-3gt3-c28a5207159d12139dca1c5793cb6106 av_one_third  avia-builder-el-16  el_after_av_one_third  el_before_av_section  avia-builder-el-last  flex_column_div av-zero-column-padding  '     ><\/div><\/p>\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpx2wb9-7825c5a22811a592e5089f002859456b\">\n.avia-section.av-kfpx2wb9-7825c5a22811a592e5089f002859456b{\nbackground-color:#efefef;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_4'  class='avia-section av-kfpx2wb9-7825c5a22811a592e5089f002859456b main_color avia-section-small avia-no-border-styling  avia-builder-el-17  el_after_av_one_third  el_before_av_blog  avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2766'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031\">\n.flex_column.av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-2000b427eddfdfffe7af5a4e3d0dc031 av_one_half  avia-builder-el-18  el_before_av_one_half  avia-builder-el-first  first flex_column_div  '     ><section  class='av_textblock_section av-kgsc9mbn-040c3a791f6dedb432410d96b33de73c '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><h1 style=\"text-align: left;\"><\/h1>\n<p><b>Jean-Pierre Lauzier<\/b><br \/>\nConsulting expert, trainer and speaker<br \/>\nSales, marketing and customer service<br \/>\nAuthor of the book: \u201cLe C\u0153ur aux ventes\u201d<\/p>\n<p><b>JPL Communications inc.<\/b><br \/>\n<a href=\"mailto:info@jeanpierrelauzier.com\">info@jeanpierrelauzier.com<\/a><br \/>\nwww.jeanpierrelauzier.com<br \/>\n450 444-3879<\/p>\n<\/div><\/section><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70\">\n.flex_column.av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70{\nborder-radius:0px 0px 0px 0px;\npadding:50px 50px 50px 50px;\nbackground-color:#efefef;\n}\n<\/style>\n<div  class='flex_column av-1nd7g-5839d3aeda641fadbd2e7bbd7b966b70 av_one_half  avia-builder-el-20  el_after_av_one_half  avia-builder-el-last  flex_column_div  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7\">\n#top .av_textblock_section.av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7 .avia_textblock{\ncolor:#b7b7bc;\n}\n<\/style>\n<section  class='av_textblock_section av-13qnc-667f89405ab5ec2aaa3f5d6b934af1f7 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><p style=\"text-align: left;\"><span style=\"font-size: 350%; line-height: 1.0;\">Le coeur<br \/>\naux ventes<\/span><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpwglne-01e82cea54331b0b854d5c175e7f728b\">\n#top .hr.hr-invisible.av-kfpwglne-01e82cea54331b0b854d5c175e7f728b{\nheight:10px;\n}\n<\/style>\n<div  class='hr av-kfpwglne-01e82cea54331b0b854d5c175e7f728b hr-invisible  avia-builder-el-22  el_after_av_textblock  el_before_av_button '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163-wrap avia-button-left  avia-builder-el-23  el_after_av_hr  el_before_av_hr '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163\">\n#top #wrap_all .avia-button.av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-kfpvnu3q-d932a472b78cf5b4f894e4e5f6f9c163:hover 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Are your sales cycles too long, or would you like to close more contracts, and acquire new clients? 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