The interview in 4 phases
15 minutes · in English. Hover the dotted terms for the French gloss.
🤝 Phase 1 — Connect
Establish contact, introduce yourself and frame the meeting.
« Hi, I work for Akilea — we're based in Braine-l'Alleud — and I'm here today to introduce my three flagship products. »
Bonjour, je travaille pour Akilea — on est basés à Braine-l'Alleud — et je viens aujourd'hui vous présenter mes trois produits phares.
- 1.Greeting + SPOT — confident greeting + short intro pitch (<60s).
- 2.Check ID — confirm who the prospect is and whether it's B2B or B2B2C.
- 3.Brief intro — state the purpose of the meeting in one sentence.
- 4.Personalised icebreaker, specific to the prospect.
🔎 Phase 2 — Search
Understand the prospect BEFORE selling anything.
- 1.Ask open questions, one at a time.
- 2.Listen actively.
- 3.Think SONCASE and link to their needs.
🎯 Phase 3 — Convince
Argue tailored, handle objections and negotiate — the part to work on most.
- 1.Structured argument: customer benefit → product → company → proof.
- 2.Handle objections (3-step method).
- 3.Negotiate price AND terms realistically.
The prospect: « OK, I want 1000 olive oils at €10 a litre. »
Your possible counter-offers:
- →« That rate becomes possible from 10,000 units. »
- →« I can adjust the price if you add another product from the range (sardines, honey). »
- →« At that volume I guarantee free weekly delivery + a credit note for any defect. »
⚠️ Never sell cheap: defend the value, offer a concrete counterpart (volume / bundle / service).
✅ Phase 4 — Conclude
Close cleanly and lock in the next step.
« Time flies — I'll get back to you within 48 hours with a proposal. »
Le temps file — je reviens vers vous dans les 48 heures avec une proposition.
- 1.Conclusion: summarise what was said and agreed.
- 2.Next step: define a concrete follow-up.