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Curiosity, Interest and Insight

Learn how to discover and envision value for your colleagues and other stakeholders through the use of advanced questioning skills and tools.

The wise sage Confucious allegedly said:

"He that asks a question is a fool for a moment.
  He that does not ask remains a fool forever."

Asking questions though is only the start. Asking the right questions at the right moment, to engage interest; reveal challenges, priorities and aspirations; light the path to a brighter future; and move buyers to action - that is another thing entirely.

This program equips you with a unique approach to questioning that when applied, will change the dynamic of your conversations, and your business relationships.  

How to discover and envision value.
"Very good - takes traditional probing and goes much more in-depth.  We need to think bigger rather than just sell products.  SHAPE - loved the P questions."

"This training is great. It’s very important to ask the right questions in order to find the true answers."

“These questioning techniques are excellent. When you see some of our account directors in action they need more experience of using this kind of questioning.”
 

What's included?

  • 3 application canvases
  • 10 vbytes
  • 8 ebook sections
  • 1 practical case study
  • 4 ebytes
  • 6 gamified challenges
  • 1 workpad for your enotes
  • 1  Certificate of Completion

Ditch the prescriptive

Traditional questioning approaches are too prescriptive - and not suited to a world that changes before our eyes. 

Learn to flex and ask the best next question - in the moment.

Beyond questioning

Build on your existing questioning skills with the SHAPE Questioning framework.

Help your colleagues and other stakeholders shape their future direction, with you being the trusted guide.

Commercial and value focused

Apply Focus-5 to your thinking to demonstrate commercial acumen and better understand your buyer's business environment.

Use Value Sheets to guide conversations and uncover greater value for your colleagues and other stakeholders.

Putting it into practice

The program includes three application canvases which guide you through applying the techniques and tools with your own colleagues and other stakeholders. 

The canvases can be completed at the beginning in Application quick start, after you have finished the learning modules, and on an ongoing basis in workplace situations.

Build your skills further...

David Lambert

Meet your coach

David is the master trainer for the Relationship Capital Academy and co-author of Smarter Selling, the international best-selling book on which many of our programs are based.

A lifelong learner with a passion for educating, David draws on a wide-range of business and sales experience that includes time as a sales consultant; restaurant owner; head of business development and Director and Marketing and Communications at PwC. Equipped with a masters degree in Human Resources and Training, he was also Director of PwC’s Leadership Academy.
 
For more than 25 years, David has worked with leading organizations helping them to develop the communication and trust-building skills of their people.

His knowledge and experience are a key asset of the Relationship Capital Academy and we encourage you to ask lots of questions of David to maximize the value you take from our programs.