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?

  • 1 application canvas
  • 2 ebytes
  • 8 vbytes
  • 6 ebook sections
  • 1 practical case study
  • 1 quick quiz
  • 1 Certificate of Completion

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

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 masters degree in Human Resources and Training, he was also Director of PwC’s Leadership Academy.

For more than 20 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!