Respond for Value

Learn how to:
  • see questions and queries, sometimes referred to as 'objections', as an opportunity to understand more, demonstrate your own capabilities and add value
  • be ready and equipped for queries and questions by adopting the right mindset and approach
  • handle unexpected queries and questions confidently when you are 'in the spotlight'
Cut the jargon, focus on what matters

What's included?

  • 2 application canvases
  • 11 vbytes
  • 6 ebook sections
  • 1 practical case study
  • 1 workpad for your enotes
  • 1 Certificate of Completion

Be ready for questions and queries

Understand that questions are an important element in any presentation or pitch as they help the buyer's decision making and allow you to address and concerns or misunderstandings.

By adopting a positive mindset and a structured approach you should be ready to respond to most questions.

Handle unexpected queries

However, you are always likely to get unexpected questions, given the complex nature of commercial buying decisions, as well as the number of people involved in these.

Given this, it is important that you address these confidently and effectively. 

This program provides practical ways to deal with such queries while you are in the spotlight.

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.

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 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!