Understanding buyers
- broader and deeper

Use this application canvas, introducing SHAPE Questioning, to build a deeper understanding of each of your buyers and how they perceive value.

You will discover how to understand individuals and what drives their behavior, looking at four key areas - motivation; type; role; pressures. You will also explore the difference between power and influence, and how this can affect the buying process. You will learn, using your improved understanding of others, how to identify sources of value for individuals which can help you build relationships and trust.

The canvas includes practical guidance and tips, a fillable PDF worksheet, short videos, ebooks, and a case study example with audio walkthrough.

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!