The Art of B2B Selling
Oral exam prep — company Akilea · 15 min · in English
-46
days until the exam (2026-06-11)
Grading
30%
Sales Leaflet
60%
Oral exam
10%
Attendance & participation
The interview in 4 phases
Open the method →Grading grid (10 criteria)
1
Connect
Greeting, ID check, objective, icebreaker, SPOT pitch
2
Search – Questions
Open questions, one at a time, CQQCOQP variety
3
Search – Active listening
Silence, mirroring, note-taking, verbal cues, no interruption
4
Search – SONCASE
Motivations, pain points, consequences, current vs ideal situation
5
Convince – Argumentation
Tailored to the prospect's 2-3 SONCASE triggers
6
Convince – Structure
Customer benefit → product → company → proof
7
Convince – Objections
3-step method (empathy + clarify + counter-question)
8
Convince – Pricing
Timing + price-defence techniques
9
Self-awareness
Non-verbal, tone, positive vocabulary
10
Preparation
Product/competitor knowledge, leaflet, responsiveness
Modules
📘 4-phase method
•
🫒 Akilea sheet
•
👥 Prospects
•
⚖️ Objections & Nego
•
🎯 SONCASE
•
❓ Questioning
•
🏋️ Training
EN vocab · coming soon