People and Value

People buy from people they like.
They buy more from people they like more.

Understanding motivations, pressures and preferences helps you better align with their needs and identify areas of potential value.
Understand different buying preferences and better align with buyers' needs

What's included?

  • 7 Chapters
  • 1 Certification
  • 340 Questions
  • 25 Video
  • 32 PDF

People - drivers of behavior 

You will learn how to understand individuals and what drives their behavior, looking at four key areas - type; role; pressures; motivation.

Sources of value

You will learn using your improved understanding of others, how to identify sources of value for others.

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 15 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.
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