PNW OSSIA/WASEIA 2026

**NABCEP CEU SESSION: You must check into each session on the Conference APP and stay for the entire session to receive CEU credit.**

For many people, the idea of “selling” sparks discomfort. It can feel like pushing, persuading, or—worse—manipulating. But consultative engagement isn’t about convincing someone to buy something they don’t need. It’s about having a structured, respectful conversation that uncovers needs, explores fit, and builds genuine trust.

This session is a practical, confidence-building workshop designed for people who don’t typically come from a sales or marketing background, but still need to win support for their work. During our time together we will break down the sales conversation into clear, manageable steps so you can guide discussions with decision makers without feeling like a "salesperson".

What You’ll Learn

How to Structure the Conversation
Divide your time into three equal parts—discovery, pitch, and next steps—so every engagement has flow and purpose.

Simple Discovery That Works
Learn to start the conversation with simple questions to naturally build rapport and an understanding of your prospect’s situation.

What to Include in Your Pitch
Discover the essential elements that make a message clear, relevant, and memorable—without overwhelming your audience.

Closing with Confidence
Move from conversation to qualification and next steps using the BANT framework (Budget, Authority, Need, Timing), so your meeting ends with clarity instead of amibiguity.

Why Attend?

You’ll learn a repeatable framework for introductory sales conversations that build trust and save time.

You’ll feel more confident connecting with decision makers without “selling” in the stereotypical sense.

You’ll gain tools that make discovery and pitching feel natural, even if sales has never been part of your job.

You’ll walk away ready to approach your next client or stakeholder conversation with clarity and calm.

This isn’t about becoming someone you’re not. It’s about using a consultative approach to share your expertise, understand real needs, and open doors to meaningful opportunities.

Let’s go from avoiding sales to owning the conversation. Your story deserves to be heard."