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

The sale does not end at the signature. Follow-up turns a buyer into a satisfied customer, and a satisfied customer into a lasting relationship.

Good after-sales habits

  • Thank the customer for their trust.
  • Check that everything is going well after the purchase.
  • Stay available in case of questions.
  • Keep your promises on deadlines and service.

A simple message a few days after the purchase makes a real difference: it shows that you care about the customer beyond the transaction. It is also the best moment to spot a future need.

Key takeaway: follow-up costs little and pays a lot. A well-supported customer comes back and recommends you.

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