Free B2B Sales Training Part Eight (a) - Persuasive Communication

Diagram illustrating aspects of 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 - persuasive communication.

Free B2B Sales Training Content

The complete course will address all the following B2B sales topics:

  1. Map a typical customer buying process.
  2. Define customer problems or situations that you fix or address.
  3. Find sales prospects who need what you sell, right now.
  4. Identify the right people in suspect organisations.
  5. Start a conversation through cold outreach.
  6. What to do if suspects don’t engage.
  7. Planning a discovery call or meeting.
  8. Persuasive communication.
  9. Negotiating access to those who can say yes.
  10. Prompting a customer buying process.
  11. Participating in a customer buying process.
  12. Preparing an effective proposal.
  13. Conducting buying negotiations.
  14. Closing the sale.
  15. Managing the customer relationship.

Have the course content delivered in part or in full, for individuals or for groups in sessions led by Clive Miller, the course author.

Online Group Training Session - £180 plus VAT. Add to Cart or book this training.

One-to-One Coaching Session - £95 plus VAT. Add to Cart or book one-to-onecoaching.

Follow the course by following our LinkedIn company page or by emailing

Part Eight (a) - Persuasive Communication

Persuasive communication - an overview. 8.1

Things that influence individual choice. 8.2

Reciprocation and how it affects our decisions and choices. 8.21

The consistency compulsion. 8.22

The conformace compulsion. 8.23

Liking the messenger. 8.24

The power of authority. 8.25

Leveraging scarcity. 8.26

How to use repetition. 8.27

The reasons people do things for others. 8.28

Aristotle on persuasion - Pathos - Ethos - Logos. 8.29

Persuasive communication - questioning skills. 8.3

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 for details.