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Free practice tools/ Layer 5 · Chapters 21–25

Guided Persuasion practice inventory

Review the six core GP instruments before adding more techniques. Mark where you have used each deliberately and record a real example. The purpose is to choose useful practice, not to deploy every instrument in one call.

Your working notes

Use anonymous examples. Saving keeps this worksheet in this browser on this device; it does not sync to your course account. You can download a copy or print it without signing up.

Identity Gap

Explore the tension between the buyer’s expressed identity or aspiration and a pattern they have described.

Edge-Rounding and Permission Architecture

Use a verbal softener, emotional frame, or hypothetical frame to make a sensitive exploration possible.

Honey Technique

Begin with a genuine positive observation before exploring the relevant tension. Empty praise does not do the work.

Closing Off Before Opening Up

Clarify a direction the buyer has ruled out before exploring what remains possible.

OR Questions

Offer two acceptable choices at surface, values, or identity level; use the level the conversation supports.

Recap Instrument

Bring the buyer’s statements together so they can hear, correct, and evaluate their own reasoning.

Emotional, Demonstration, Consultative, Product/Vision, or Proxy. Explain your read from trust, decision structure, and context.

Write one question and the possible answer that would justify the next. Keep one question per turn.

Choose one instrument, a relevant situation, and what you will listen for.

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