Teach yourself about persuasive communication.
On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents links to the posts in part eight (a) - persuasive communication.
Follow the links below to study the course. Follow the SalesSense LinkedIn company page. to see updates.
Course Contents
The complete course addresses the following B2B sales topics:
- Map a typical customer buying process.
- Define customer problems or situations that you fix or address.
- Find sales prospects who need what you sell, right now.
- Identify the right people in suspect organisations.
- Start a conversation through cold outreach.
- What to do if suspects don’t engage.
- Planning a discovery call or meeting.
- Persuasive communication.
- Negotiating access to those who can say yes.
- Prompting a customer buying process.
- Participating in a customer buying process.
- Preparing an effective proposal.
- Conducting buying negotiations.
- Closing the sale.
- Managing the customer relationship.
Have the course content delivered in part or in full, for individuals or for groups in sessions led by the course author.
Online Group Training Session - £180 plus VAT. Learn more.
One-to-One Coaching Session - £95 plus VAT. Learn more.
Follow the course by following our LinkedIn company page or by emailing freeb2b@salessense.co.uk.
Part Eight (a) - Persuasive Communication
Things that influence individual choice. 8.2
Reciprocation and how it affects our decisions and choices. 8.21
The consistency compulsion. 8.22
The conformance compulsion. 8.23
The reasons people do things for others. 8.28
Aristotle on persuasion - Pathos - Ethos - Logos. 8.29
Open or closed questions depend on trust. 8.31
How to develop trust, fast. 8.311
Have people think particular thoughts. 8.312
How to use open questions. 8.313
Using overt and covert questions. 8.314
Styles and types of questions. 8.32
Preparing initiating questions. 8.321
Preparing steering questions. 8.322
Using exploring (Domino) questions. 8.323
How to plant ideas with questions. 8.324
How to plant ideas with rhetorical questions. 8.325
The 'Summarise' form of 'Testing' questions. 8.326
The hypothetical form of testing questions. 8.327
The relationship form of testing questions. 8.328
The 'trial close' form of testing questions. 8.329
Have all of this B2B sales training course or any element of it delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
