{"id":2626,"date":"2018-11-09T17:30:00","date_gmt":"2018-11-09T22:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/sales-excuses\/"},"modified":"2023-04-18T13:11:26","modified_gmt":"2023-04-18T17:11:26","slug":"sales-excuses","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/","title":{"rendered":"How to Manage Your Reps&#8217; Sales Excuses"},"content":{"rendered":"<div>\n <img decoding=\"async\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg\" alt=\"Sales excuses - Prima Resource\"><\/div>\n<p>What are the 4 main reasons salespeople don\u2019t take responsibility for themselves and make excuses?<\/p>\n<ul>\n<li>Company pricing,<\/li>\n<li>Competition,<\/li>\n<li>The economy,<\/li>\n<li>The salespeople themselves.<\/li>\n<\/ul>\n<p>The first 3 are not in the salesperson\u2019s control, hence we focus on the latter, which they can control no matter the peripheral elements.<\/p>\n<p>Responsibility is the degree to which a salesperson takes responsibility for results rather than rationalizing or making excuses.<\/p>\n<p><!--more--><\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-ad2eef16-900e-4823-a788-6aa637c9bbb5\"><span class=\"hs-cta-node hs-cta-ad2eef16-900e-4823-a788-6aa637c9bbb5\" id=\"hs-cta-ad2eef16-900e-4823-a788-6aa637c9bbb5\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_ad2eef16-900e-4823-a788-6aa637c9bbb5\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/21-sales-core-competencies\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-ad2eef16-900e-4823-a788-6aa637c9bbb5\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2019\/08\/ad2eef16-900e-4823-a788-6aa637c9bbb5.png\"><\/a><\/span><\/span><\/p>\n<p>No matter the conditions surrounding them, a salesperson who has a strong sense of responsibility will find a way to get the necessary amount of sales. They\u2019ll do so by controlling the one element which is controllable, the only element, themselves!<\/p>\n<p>Unfortunately, <a href=\"http:\/\/stats.objectivemanagement.com\/265#responsibility\" rel=\"nofollow noopener\" target=\"_blank\">60% of salespeople don\u2019t take responsibility for their results<\/a>.<\/p>\n<h2><span style=\"font-size: 36px\">Dismiss the uncontrollable<\/span><\/h2>\n<p>There will always be unfavourable uncontrollable factors which will influence their numbers. A failing economy, low quality products, and sometimes competitors who away their product. In these situations, when most salespeople tend to throw down their arms and give up, a few <a href=\"\/en\/how-i-became-an-elite-sales-rep\" target=\"_blank\" rel=\"noopener\">elite sales reps<\/a> still manage to be successful. 6% to be precise.<\/p>\n<p>This 6% will do everything they can to stay in control of their productivity. How do they do it? They stay focused on their daily activities. They keep their sales funnel full, they\u2019re relentless about cold calls because they know <a href=\"\/en\/worst-cold-calling-techniques\" target=\"_blank\" rel=\"noopener\">cold calls work<\/a>. They also make sure to be consultative and pay attention to the needs of their clients.<\/p>\n<h2><span style=\"font-size: 36px\">The subtlety of taking responsibility for your actions<\/span><\/h2>\n<p>No matter the length of a salesperson&#8217;s career, they will most likely go through economic upturns and downfalls. In fact, the longer their career, the more they&#8217;ll experience the cycle.<\/p>\n<p>Their level of responsibility depends on how they react. If they&#8217;re reactive by responding to uncontrollable elements, rather than the controllable ones, they\u2019ll become a victim of the circumstances.<\/p>\n<p>Don\u2019t let uncontrollable elements affect their attitude. If they let this happen, they&#8217;ll without a doubt experience a loss of morale, which will affect their <a href=\"\/en\/will-to-sell\" target=\"_blank\" rel=\"noopener\">will to sell<\/a>. Like a row of tumbling dominos, every stage of <a href=\"\/en\/b2b-sales-process\" target=\"_blank\" rel=\"noopener\">the sales process<\/a> starts falling apart.<\/p>\n<h2><span style=\"font-size: 36px\">The sales process and responsibility<\/span><\/h2>\n<p>When a rep suffers a loss of morale, they might lose the motivation to make cold calls, might become less committed, not only to their success, but to the needs of their clients.<\/p>\n<p>The idea here isn\u2019t to ignore all the situations which can affect their success. In fact, they must acknowledge them if they&#8217;re to have a clear grasp of their circumstances. However, they must consciously decide not to let them deter them from their objectives.<\/p>\n<p>If they have a weak <a href=\"http:\/\/stats.objectivemanagement.com\/265#outlook\" target=\"_blank\" rel=\"noopener\">outlook<\/a> (they don\u2019t feel great about themselves and their career) or if they aren\u2019t able to control their emotions, they might have a harder time getting over things.<\/p>\n<h2><span style=\"font-size: 36px\">Bring down their barriers<\/span><\/h2>\n<blockquote><p>\n <span style=\"font-size: 18px\">\u201c<em>You were born a winner, a warrior, one who defied the odds by surviving the most gruesome battle of them all &#8211; the race to the egg. And now that you are a giant, why do you even doubt victory against smaller numbers and wider margins? The only walls that exist are those you have placed in your mind. And whatever obstacles you conceive, exist only because you have forgotten what you have already achieved.\u201d <\/em><\/span><\/p>\n<p><span style=\"font-size: 18px\"> \u2015 Suzy Kassem<\/span><\/p><\/blockquote>\n<p>Take this example which a colleague once shared with me. His daughter was the best player on the worst team of their baseball league. As a learning experience for his daughter, it was a great opportunity for dad to make a case for responsibility and its link to objectives.<\/p>\n<p>His daughter\u2019s objective to become the best player of the league was in no way jeopardized by the current situation. By controlling the elements within her control, there was still a chance for her to better herself, and eventually be recruited to the top team. From there on there was no limit.<\/p>\n<p>The only barriers which existed were the ones she would create for herself.<\/p>\n<p>The outside elements tempting reps to give up are just excuses stopping them from getting where they need to go. Ultimately, taking responsibility for their actions and say to themselves, \u201cI\u2019m the only person standing in the way of what I want to achieve.\u201d<\/p>\n<h2><span style=\"font-size: 36px\">The art of excuse making<\/span><\/h2>\n<p>Are your salespeople a DUDE? Dave Kurlan broke down the <a href=\"http:\/\/www.omghub.com\/salesdevelopmentblog\/tabid\/5809\/bid\/391\/Excuse-Making.aspx?utm_campaign=partner&amp;utm_source=265&amp;utm_content=160\" rel=\"nofollow noopener\" target=\"_blank\">areas in which excuses tend to materia<\/a><a href=\"http:\/\/www.omghub.com\/salesdevelopmentblog\/tabid\/5809\/bid\/391\/Excuse-Making.aspx?utm_campaign=partner&amp;utm_source=265&amp;utm_content=160\">lize<\/a>:<\/p>\n<ul>\n<li>Defensiveness\u2014why you are wrong in your appraisal of them;<\/li>\n<li>Understanding\u2014why my prospect is doing what he said he is doing;<\/li>\n<li>Denial\u2014they never agreed to that;<\/li>\n<li>Explanations\u2014why they didn\u2019t do what you expected them to do.<\/li>\n<\/ul>\n<p>Sales managers, recognize that the reasons their reps provide for poor results are one and the same with the excuses their team members provide to explain their unproductiveness. Make sure your reps aren\u2019t providing the reasons, because reasons = excuses.<\/p>\n<h3>How to manage excuse making in sales reps?<\/h3>\n<p>The following details the sales manager\u2019s responsibility in thwarting excuse-making within their team:<\/p>\n<ul>\n<li>Recognize it;<\/li>\n<li>Address it\u2014\u201cThat\u2019s an excuse.\u201d;<\/li>\n<li>Warning\u2014\u201cI won\u2019t allow that anymore. You\u2019ll have to take responsibility for your results.\u201d<\/li>\n<\/ul>\n<blockquote><p>\n <span style=\"font-size: 18px\">\u201cIf you should change one thing tomorrow when you get into the office, it should be to stop excuse making! If salespeople say they can\u2019t get the business because of X and Y reasons, they\u2019re not taking responsibility for their actions.\u201d<\/span><\/p>\n<p><span style=\"font-size: 18px\">\u2014Dave Kurlan, <a href=\"http:\/\/www.omghub.com\/salesdevelopmentblog\/is-excuse-making-actually-the-biggest-obstacle-to-increasing-sales?utm_campaign=partner&amp;utm_source=265&amp;utm_content=1548\" rel=\"nofollow noopener\" target=\"_blank\">Two Minutes on Excuse Making<\/a><\/span><\/p><\/blockquote>\n<p>The minute a salesperson admits to not getting business due to their own fault, instead of blaming a bad economy or cheap competitive pricing, then the next question becomes: \u201cWhat could I have done differently?\u201d Once a rep become aware and acknowledge their share of responsibility, they start getting different results.<\/p>\n<p>Nothing can change until then.<\/p>\n<h2><span style=\"font-size: 36px\">Turning your lemons into lemonade<\/span><\/h2>\n<p>Every person\u2019s level of responsibility will vary. While 40% of salespeople are in the high range, this still leaves the greater majority who have very high tendencies for excuse making. The fortunate thing is that responsibility is easily fixed.<\/p>\n<h2><span style=\"font-size: 36px\">Remember<\/span><\/h2>\n<p>As parents we\u2019re keen on calling out lack of responsibility in our children, though we often fail to recognize this weakness many of us have carried into adulthood. Our natural inclination when faced with the weak performance or failure is defensiveness.<\/p>\n<p>Stand up in the face of adversity and resist its influence on your fate. Every time you say, \u201cNo, this will not get me down\u201d is an instance bringing you closer to your success.<\/p>\n<p>Say it out loud \u201cI take full responsibility\u201d and feel the power and freedom that come with this statement. Your success will follow<\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-4276129a-793c-4dd8-9baf-6bd44d5e8920\"><span class=\"hs-cta-node hs-cta-4276129a-793c-4dd8-9baf-6bd44d5e8920\" id=\"hs-cta-4276129a-793c-4dd8-9baf-6bd44d5e8920\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_4276129a-793c-4dd8-9baf-6bd44d5e8920\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/21-core-sales-competencies-list\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-4276129a-793c-4dd8-9baf-6bd44d5e8920\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2022\/04\/4276129a-793c-4dd8-9baf-6bd44d5e8920.png\"><\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>When sales reps don&#8217;t take responsibility their actions, it&#8217;s an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.<\/p>\n","protected":false},"author":19,"featured_media":2624,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[147],"tags":[],"class_list":["post-2626","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-competencies-dna"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to Manage Your Reps&#039; Sales Excuses<\/title>\n<meta name=\"description\" content=\"When sales reps don&#039;t take responsibility their actions, it&#039;s an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Manage Your Reps&#039; Sales Excuses\" \/>\n<meta property=\"og:description\" content=\"When sales reps don&#039;t take responsibility their actions, it&#039;s an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/\" \/>\n<meta property=\"og:site_name\" content=\"Croissance des ventes B2B par PRIMA\" \/>\n<meta property=\"article:published_time\" content=\"2018-11-09T22:30:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-04-18T17:11:26+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"800\" \/>\n\t<meta property=\"og:image:height\" content=\"400\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Blogueur invit\u00e9\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Blogueur invit\u00e9\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"7 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/\",\"url\":\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/\",\"name\":\"How to Manage Your Reps' Sales Excuses\",\"isPartOf\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg\",\"datePublished\":\"2018-11-09T22:30:00+00:00\",\"dateModified\":\"2023-04-18T17:11:26+00:00\",\"author\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/a8022e0467a1ad43b33a61f27f5a22ee\"},\"description\":\"When sales reps don't take responsibility their actions, it's an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.\",\"breadcrumb\":{\"@id\":\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#primaryimage\",\"url\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg\",\"contentUrl\":\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg\",\"width\":800,\"height\":400,\"caption\":\"Sales excuses - Prima Resource\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Accueil\",\"item\":\"https:\/\/blog.primaressource.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"How to Manage Your Reps&rsquo; Sales Excuses\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#website\",\"url\":\"https:\/\/blog.primaressource.com\/en\/\",\"name\":\"Croissance des ventes B2B par PRIMA\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/a8022e0467a1ad43b33a61f27f5a22ee\",\"name\":\"Blogueur invit\u00e9\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/b131c8aadd4d1013598f08b4576ab7e5?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/b131c8aadd4d1013598f08b4576ab7e5?s=96&d=mm&r=g\",\"caption\":\"Blogueur invit\u00e9\"},\"description\":\"Les blogueurs invit\u00e9s de Prima Ressource partagent leur expertise sur des sujets compl\u00e9mentaires \u00e0 ceux abord\u00e9s par nos blogueurs habituels pour apporter un \u00e9clairage nouveau sur ceux-ci.\",\"url\":\"https:\/\/blog.primaressource.com\/en\/author\/blogueur-invite\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"How to Manage Your Reps' Sales Excuses","description":"When sales reps don't take responsibility their actions, it's an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.","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:\/\/blog.primaressource.com\/en\/sales-excuses\/","og_locale":"en_US","og_type":"article","og_title":"How to Manage Your Reps' Sales Excuses","og_description":"When sales reps don't take responsibility their actions, it's an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.","og_url":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/","og_site_name":"Croissance des ventes B2B par PRIMA","article_published_time":"2018-11-09T22:30:00+00:00","article_modified_time":"2023-04-18T17:11:26+00:00","og_image":[{"width":800,"height":400,"url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg","type":"image\/jpeg"}],"author":"Blogueur invit\u00e9","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Blogueur invit\u00e9","Est. reading time":"7 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/","url":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/","name":"How to Manage Your Reps' Sales Excuses","isPartOf":{"@id":"https:\/\/blog.primaressource.com\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#primaryimage"},"image":{"@id":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#primaryimage"},"thumbnailUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg","datePublished":"2018-11-09T22:30:00+00:00","dateModified":"2023-04-18T17:11:26+00:00","author":{"@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/a8022e0467a1ad43b33a61f27f5a22ee"},"description":"When sales reps don't take responsibility their actions, it's an important obstacle to their success. Read this article to understand how to stop sales excuses and help reps avoid engineering their own obstacles.","breadcrumb":{"@id":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/blog.primaressource.com\/en\/sales-excuses\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#primaryimage","url":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg","contentUrl":"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2018\/11\/marc-rafanell-lopez-618013-unsplash-296701-edited-1.jpg","width":800,"height":400,"caption":"Sales excuses - Prima Resource"},{"@type":"BreadcrumbList","@id":"https:\/\/blog.primaressource.com\/en\/sales-excuses\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Accueil","item":"https:\/\/blog.primaressource.com\/en\/"},{"@type":"ListItem","position":2,"name":"How to Manage Your Reps&rsquo; Sales Excuses"}]},{"@type":"WebSite","@id":"https:\/\/blog.primaressource.com\/en\/#website","url":"https:\/\/blog.primaressource.com\/en\/","name":"Croissance des ventes B2B par PRIMA","description":"","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/blog.primaressource.com\/en\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/a8022e0467a1ad43b33a61f27f5a22ee","name":"Blogueur invit\u00e9","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/blog.primaressource.com\/en\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b131c8aadd4d1013598f08b4576ab7e5?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b131c8aadd4d1013598f08b4576ab7e5?s=96&d=mm&r=g","caption":"Blogueur invit\u00e9"},"description":"Les blogueurs invit\u00e9s de Prima Ressource partagent leur expertise sur des sujets compl\u00e9mentaires \u00e0 ceux abord\u00e9s par nos blogueurs habituels pour apporter un \u00e9clairage nouveau sur ceux-ci.","url":"https:\/\/blog.primaressource.com\/en\/author\/blogueur-invite\/"}]}},"_links":{"self":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2626"}],"collection":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/comments?post=2626"}],"version-history":[{"count":4,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2626\/revisions"}],"predecessor-version":[{"id":8973,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/posts\/2626\/revisions\/8973"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media\/2624"}],"wp:attachment":[{"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/media?parent=2626"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/categories?post=2626"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.primaressource.com\/en\/wp-json\/wp\/v2\/tags?post=2626"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}