Question for Value

Learn how to discover and envision value for your clients and customers through the use of advanced questioning skills and tools.

The wise sage Confucious allegedly said:

"He that asks a question is a fool for a moment.
  He that does not ask remains a fool forever."

Asking questions though is only the start. Asking the right questions at the right moment, to engage interest; reveal challenges, priorities and aspirations; light the path to a brighter future; and move buyers to action - that is another thing entirely.

This module equips you with a unique approach to questioning that when applied, will change the dynamic of your conversations, and your business relationships.  

How to discover and envision value.
"Very good - takes traditional probing and goes much more in-depth.  We need to think bigger rather than just sell products.  SHAPE - loved the P questions."

"This training is great. It’s very important to ask the right questions in order to find the true answers."

“These questioning techniques are excellent. When you see some of our account directors in action they need more experience of using this kind of questioning.”


What's included?

  • 2 application canvases
  • 8 vbytes
  • 4 ebytes
  • 8 enote sections
  • 1 practical case study
  • 2 story collections
  • 6 gamified challenges
  • 1 Certificate of Completion

Ditch the prescriptive

Traditional questioning approaches are too prescriptive - and not suited to a world that changes before our eyes.  Learn to flex and ask the best next question - in the moment.

Beyond consultative 

Build on your existing questioning skills with
the SHAPE Questioning framework. Help buyers
shape their future direction, with you being the trusted guide.


Apply Focus-5 to your
thinking to demonstrate commercial acumen
and better understand
your buyer's business environment.

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!