The fundamentals of selling

Course structure

• Chapter 1

  Introduction

  2 modules
• 1

  Introducing the app

  Discover the application.

  12 min

• 2

  Initial test

  Test your current knowledge of retail basics to identify your strengths and the areas to work on.

  15 min

• Chapter 2

  The craft and its context

  2 modules
• 3

  The evolving customer

  Understand how customer needs evolve and adapt the in-store experience accordingly.

  10 min

• 4

  The sales advisor's role and missions today

  Understand how the sales advisor's craft has evolved and its key missions in modern retail.

  18 min

• Chapter 3

  Moments of the sale

  13 modules
• 5

  The warm welcome

  Know how to create a positive, consistent first impression from the moment the customer walks into the store.

  14 min

• 6

  The personalized opener

  Master the art of starting the in-store conversation in a natural, relevant and engaging way.

  20 min

• 7

  Skills test

  Assess your knowledge of everything covered in the latest modules.

  16 min

• 8

  Discovery: the customer's background

  Know how to gather the key information to tailor your advice and enrich the customer relationship.

  11 min

• 9

  Discovery: active listening

  Master active listening to deeply understand the customer's desires and motivations.

  13 min

• 10

  Storytelling

  Master the art of connecting a brand story to the customer's interests and desires.

  17 min

• 11

  The customer benefit

  Identify the customer's real motivations and respond with a benefit-driven pitch.

  9 min

• 12

  Skills test

  Assess your knowledge of everything covered in the latest modules.

  19 min

• 13

  Cross-selling and upselling

  Know how to suggest complementary or additional sales in a way that feels natural and useful to the customer.

  22 min

• 14

  Handling objections

  Learn to recognize, understand and handle objections to protect and strengthen the customer relationship.

  8 min

• 15

  Closing techniques

  Know how to use different closing techniques to guide the customer all the way to the purchase decision.

  12 min

• 16

  The personalized farewell

  Master the 4 Rs to leave a memorable last impression, even without a sale.

  15 min

• 17

  Skills test

  Assess your knowledge of everything covered in the latest modules.

  10 min

• Chapter 4

  Conclusion

  1 module
• 18

  Final test

  Validate your mastery of the key concepts covered during the course and see your progress in concrete terms.

  18 min