Contenu du cours
Module 1 — Sales fundamentals
The role of the salesperson, the stages of the sales cycle and first impressions.
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The salesperson’s role and mindset
12:00
The stages of the sales cycle
13:00
First impressions
10:00
Quiz — Module 1
Module 2 — Uncovering the need
Asking the right questions, practising active listening and rephrasing.
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Asking the right questions
13:00
Active listening
12:00
Rephrasing
11:00
Quiz — Module 2
Module 3 — Making your case and winning agreement
Turning features into benefits, building your pitch and handling objections.
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Turning features into benefits
13:00
Building your pitch
12:00
Handling objections
13:00
Quiz — Module 3
Module 4 — Closing and building loyalty
Closing techniques, follow-up and building loyalty through referrals.
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Closing techniques
13:00
Follow-up
11:00
Building loyalty and earning referrals
12:00
Quiz — Module 4
Sales techniques

Closing means daring to ask for the order. Many sales fail not for want of arguments, but because the salesperson never actually proposed closing.

A few techniques

  • The direct close — « Shall we go ahead with this package? »
  • The alternative close — « Would you prefer delivery on Tuesday or Thursday? »
  • The summary close — recapping the benefits before proposing.
  • Genuine urgency — a real offer, never a lie.

Watch for buying signals: the customer pictures themselves using the product, or asks about lead times or payment. That is the moment to close. Once you have asked the closing question, stay silent and let the customer answer.

Key takeaway: if you never ask, you never get. Watch for buying signals and clearly propose closing.

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