Queries and questions - in the spotlight

Handle Client Queries with Confidence and Clarity

Clients place far greater weight on how you respond to their questions in the moment than on the polished reports or presentations you prepare in advance. A single answer, delivered under pressure, can either strengthen trust or weaken it.

The Queries and questions - in the spotlight applicaiton canvas and related resources equip consultants, advisors and salespeople with the PA‑RQ+3 approach to handle unexpected, difficult, or high‑stakes queries. By pausing, appreciating, refocusing, and delivering three clear points, you’ll turn tough questions into opportunities to build credibility and trust.

Why Advisors Like the Program

  • Practical and Actionable — the Application Canvas, fillable PDF worksheet, and related guidance — give you immediate ways to handle client queries with clarity and confidence.
  • Integrated Application — canvas, clear guidance, realistic case study, short videos, ebooks, and worksheet — combine insight with implementation so you can respond confidently under pressure.
  • Framework that Delivers — the PA-RQ+3 elements — become a repeatable method you can use to answer client concerns calmly and persuasively.
  • Trust‑building Impact — handle unexpected queries and questions confidently — reassures clients helping them make better decisions.

What You’ll Get

  • Application Canvas — step‑by‑step guide to PA‑RQ+3 — apply directly in client conversations.
  • Fillable PDF Worksheet — plan responses to client queries — rehearse before meetings.
  • Vbytes — short videos on query handling techniques — explained by David Lambert, CEO Relcap.academy.
  • Case Study — follow advisor Tess applying PA‑RQ+3 in practice — with audio commentary.
  • Ebooks — extended guides with examples and context — deepen understanding and sharpen application.
  • Do’s and Don’ts — practical guardrails for query handling — quick reference to answer with confidence.
  • Certificate of Completion — recognition for mastering PA‑RQ+3 — demonstrate achievement.

Ready to Handle Queries With Clarity, Win Client Confidence?

When clients raise tough questions, they’re seeking clarity to make the right decisions. The Queries and questions - in the spotlight program shows you how to turn those moments into opportunities — helping clients feel reassured, respected, and confident in their decisions.

With the PA‑RQ+3 framework, you’ll move from pressure to presence, responding with clarity, structure, and impact.

Build your skills further...

David Lambert

Your Master Coach - Co-author of Smarter Selling

David is the Master Coach for the Relationship Capital Academy and co-author of the Financial Times published best-seller, Smarter Selling, 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 master's 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. Now he is working with you!