Free B2B Sales Training Part Ten - Prompting a Customer Buying Process

Diagram illustrating the the different levels of engagement in a customers buying process.

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 ten - prompting a customer buying process.

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 Ten - Prompting a Buying Process

Prompting a customer or prospect to buy - overview. 10.1

Setting meeting or call expectations. 10.2

Prompting a buying process - step 1 - confirming the pain. 10.3

Step 2 - Confirming the business case. 10.4

Step 2 - Confirming the funding source. 10.41

Step 3 - Confirming a differentiated buying expectation. 10.5

Step 4 - Confirming the solution. 10.6

Step 5 - Confirming the evaluation plan. 10.7

Step 5 continued - Supplying an evaluation plan. 10.71

Step 6 - Confirming the initiation of a formal buying process. 10.8

Step 7 - The written confirmation of the whole discussion. 10.9

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.