Stop Pitching. Start Diagnosing: Sales Conversations That Actually Work

Sales and marketing professionals face many hurdles in today's competitive climate, making the path to closing deals and securing clients more challenging than ever.How can you avoid the usual pitfalls that block your success? How can you stand out to future clients and buyers through urgency, problem-solving, differentiation, and build long-lasting trust?

In this interactive session, participants will learn how to shift from traditional pitching to a more effective, consultative approach focused on diagnosing real client needs. You’ll be introduced to a simple, practical framework for uncovering the emotional problems behind a prospect’s interest—moving beyond surface-level conversations to identify impact, urgency, and the cost of inaction. You will refine your questioning skills, strengthen your discovery conversations (and non-discovery!), and leave with a repeatable structure you can use immediately to increase trust, shorten sales cycles, and win more business.

Attendees are encouraged to:

• Bring one real sales opportunity or challenge - A current deal, stalled prospect, or difficult client situation you’re navigating. Optional: Think of one deal you didn't close -- and why.
• Engage with attendees about your own experiences - You’ll practice short discovery conversations with other SME members and event attendees.
• Bring a current value proposition or pitch - This will help you refine how you position your offering during the session.
• Come with an open mindset - Be willing to step away from pitching and try a more diagnostic approach.
• Come to collaborate and share - This is a working session—not a lecture. You’ll participate in pair exercises and small group discussions.
• Bring something to take notes - You’ll leave with a framework you can apply immediately.

Valerie Koenig is a Hawaii-based business coach and consultant with over 20 years of experience helping owners and leadership teams improve performance, clarity, and results. As the founder of Aloha Business Coaching and Business Plans Hawaii, she has worked across industries—from construction and professional services to nonprofits—guiding leaders to replace guesswork and hustle with practical systems that drive growth. Known for her direct, no-nonsense approach and deep understanding of local business culture, Valerie specializes in turning complex challenges into simple, actionable frameworks. Her work in sales, strategy, and leadership development makes her uniquely qualified to teach professionals how to move beyond pitching and start diagnosing the real issues that drive buying decisions.

Know what’s Happening Next — before everyone else does.

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Host or Publisher SME Honolulu