engage

Present for Value

Learn how to present with impact, through a strong focus on value that generates commitment to move forward.

Demonstrate the value you can deliver by linking the key features of your offering to the needs of your buyer and the benefits they will experience.

Prove that you can deliver these benefits and true value through the use of real-life examples and stories demonstrating your capabilities.

Cut the jargon, focus on what matters
 If I wanted to waste time listening to some muppet read out the
standard flannel, I could go and sit in a conference.

If these people aren’t bright enough to take the opportunity
to discuss what [company name] are looking for, I mean
specifically, then I’m sorry but they’re too stupid to be working
with us anyway.
Client quoted in Brilliant Pitch by Sean Varga

What's included?

  • 2 application canvases
  • 8 vbytes
  • 5 ebook sections
  • 1 practical case study
  • 1 ebytes
  • 1 gamified challenge
  • 1 workpad for your enotes
  • 1 Certificate of Completion

Position ideas and offerings

Discover how to position your ideas and offerings in such a way that buyers see the value in them and commit to moving forward.

Use the Need-Feature-Benefit framework to demonstrate how you can add value to your buyer.

Provide comfort of value and capability

Explore how to convince buyers of the value you can bring to them by providing compelling examples of how your offering delivers tangible benefits.

Putting the techniques into practice

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

These 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.

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!