engage

Listen for Value

Learn to listen better, to build rapport, understanding, collaboration and trust.

Discover The LISTEN Diagnostic, our listening self-diagnostic that assesses key listening behaviors, gives tips for how to listen better, and practical advice on how to use LISTEN to improve your listening.

Explore seven common cognitive biases that every human is guilty of, and learn how to lessen their impact.

Learn how to use CC Notes to record key conversation points and then share with buyers to demonstrate understanding and fuel collaboration.
Listen better and understand biases.
Buyer responses to deeper listening:

“Many thanks for your summary which is amazingly accurate. I felt very positive after our meeting as it confirmed the approach I want to take.”

"Either you have an amazing memory, or your i-phone was recording!  Either/or very impressive."

"Thank you so much for capturing all that we talked about - which helps put all the many ideas and issues into perspective."

What's included?

  • 3 application canvases
  • The LISTEN Diagnostic  with personalized feedback and practical tips
  • 12 vbytes
  • 12 ebook sections
  • 1 practical case study
  • 4 stories and examples
  • 2 ebytes
  • 1 workpad for your enotes
  • 1 Certificate of Completion

Listen better and discover more

Learn how to discover value through listening better, using the LISTEN framework.

This program includes The LISTEN Diagnostic - this allows you to explore your own listening behaviors and includes personalised feedback and practical tips.

Understand and lessen bias

Explore how cognitive biases impact the way that we interact with others.

Develop strategies for lessening the negative effects of these biases.

Clarify and move to action

Learn how to use the CC Note format of note-taking to record key discussion points, build collaborative understanding, and move to next steps.

Putting it into practice

The program includes three practical application canvases which guide you through applying the techniques and tools with your own buyers. 

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 the future.
  • Workload
  • Budgets
  • Balancing priorities
  • People: numbers; competence; teamwork
  • Politics

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!