MEMBERSHIP UNLOCKS OVER 2,000 TOOLS, RESOURCES & MORE!
Not a member? Sample unlocked content here.
Topics Covered: <a href='/resources/search/?query=PDU Eligible'>PDU Eligible</a> | <a href='/resources/search/?query=Fostering Client Relationships'>Fostering Client Relationships</a> | <a href='/resources/search/?query=Develop Client Relationship'>Develop Client Relationship</a>
CPSA Webinar Recordings
Do you have the right solution for your client, but don’t know how to move them along your sales funnel? Professionals that can steer conversations through structured steps know how to shorten their sales cycle and drive success to their business.
This session covers each of the 8-steps providing you with quick key takeaways to bring success back to your business.
1. Greeting & Build Rapport, 2. Establish Context, 3. Gain Agreement to Participate, 4. Consultative Investigation, 5. Summarize & Prioritize, 6. Explore Solutions, 7. Quantify Benefits & ROI Impact, and 8. Secure Go-Forward Commitment.
Watch this virtual training session and learn what is really involved in becoming a consultative salesperson.
Date: February 6, 2020
Host: Cindy Stradling, Sales Agent, Facilitator and Coach
Language: English
This content is exclusive for CPSA members
Become a Member
Already a member? Login to see full the article.
<div class="col-sm-6 featured-video-med featured-med-1 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/teneo-nov-webinar.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-recording-can't-deliver-handling-supply-shortages-maintaining-relationships" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-recording-can't-deliver-handling-supply-shortages-maintaining-relationships" class="vid-text">CPSA Webinar Recording: Can't Deliver Handling Supply Shortages & Maintaining Relationships</a></div><div class="col-sm-6 featured-video-med featured-med-2 "><div class="video-img-container" style="background-image: url('/ResourcePackages/kc_default_cat_image.png');"></div><a href="/resources/videos/cpsa-webinar-writing-sales-emails-during-sensitive-times" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-writing-sales-emails-during-sensitive-times" class="vid-text">CPSA Webinar: Writing Sales Emails During Sensitive Times</a></div><div class="col-sm-6 featured-video-med featured-med-3 "><div class="video-img-container" style="background-image: url('/ResourcePackages/kc_default_cat_image.png');"></div><a href="/resources/videos/cpsa-webinar-virtual-sales-strategies-for-high-roi" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-virtual-sales-strategies-for-high-roi" class="vid-text">CPSA Webinar: Virtual Sales Strategies for High ROI</a></div><div class="col-sm-6 featured-video-med featured-med-4 "><div class="video-img-container" style="background-image: url('/ResourcePackages/kc_default_cat_image.png');"></div><a href="/resources/videos/cpsa-accredited-partner-webinar-the-impact-of-the-new-economy-on-selling" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-accredited-partner-webinar-the-impact-of-the-new-economy-on-selling" class="vid-text">CPSA Accredited Partner Webinar: The Impact of the New Economy on Selling</a></div><div class="col-sm-6 featured-video-med featured-med-5 "><div class="video-img-container" style="background-image: url('/ResourcePackages/kc_default_cat_image.png');"></div><a href="/resources/videos/cpsa-webinar-using-questioning-and-listening-skills-to-uncover-your-customer-s-real-needs" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-using-questioning-and-listening-skills-to-uncover-your-customer-s-real-needs" class="vid-text">CPSA Webinar: Using Questioning and Listening skills to uncover your Customer’s real Needs</a></div><div class="col-sm-6 featured-video-med featured-med-6 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/value-stack6906112bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-build-your-value-stack--how-to-effectively-present-your-value-to-buyers" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-build-your-value-stack--how-to-effectively-present-your-value-to-buyers" class="vid-text">Virtual Training Session: Build your Value Stack- How to Effectively Present your Value to Buyers</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-7 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/vt-feb-1986f1102bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-virtual-training-session-growing-your-wallet-share" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-virtual-training-session-growing-your-wallet-share" class="vid-text">CPSA Virtual Training Session: Growing your Wallet Share</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-8 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/march-8.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-panel-webinar-the-impact-of-covid-19-on-the-insurance-industry" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-panel-webinar-the-impact-of-covid-19-on-the-insurance-industry" class="vid-text">CPSA Panel Webinar: The Impact of COVID-19 on the Insurance Industry</a></div><div class="col-sm-6 featured-video-med featured-med-9 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/future-proof.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-future-proof-your-sales-team--the-new-virtual-sales-competency-map" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-future-proof-your-sales-team--the-new-virtual-sales-competency-map" class="vid-text">CPSA Webinar: Future Proof Your Sales Team -The New Virtual Sales Competency Map</a></div><div class="col-sm-6 featured-video-med featured-med-10 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/naviage-negotiations-vt.jpg?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-navigate-collaborative-negotiations" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-navigate-collaborative-negotiations" class="vid-text">Virtual Training Session: Navigate Collaborative Negotiations</a></div><div class="col-sm-6 featured-video-med featured-med-11 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/nancye2b6102bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-how-to-inspire-confidence-and-motivation-during-times-of-uncertainty" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-how-to-inspire-confidence-and-motivation-during-times-of-uncertainty" class="vid-text">CPSA Webinar: How to inspire confidence and motivation during times of uncertainty</a></div><div class="col-sm-6 featured-video-med featured-med-12 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/lisal.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-accredited-partner-webinar-road-warriors-to-tech-titans-how-to-confidently-sell-virtually" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-accredited-partner-webinar-road-warriors-to-tech-titans-how-to-confidently-sell-virtually" class="vid-text">CPSA Accredited Partner Webinar: Road Warriors to Tech Titans – How to Confidently Sell Virtually</a></div><div class="col-sm-6 featured-video-med featured-med-13 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/building-better-relationships.jpg?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-building-better-relationships" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-building-better-relationships" class="vid-text">Virtual Training Session: Building Better Relationships</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-14 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/effectively-utilize-territory-plans.jpg?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-effectively-utilize-territory-plans" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-effectively-utilize-territory-plans" class="vid-text">Virtual Training Session: Effectively Utilize Territory Plans</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-15 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/covid-panle.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-roundtable-webinar-coming-out-strong-in-a-post-covid-19-economy" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-roundtable-webinar-coming-out-strong-in-a-post-covid-19-economy" class="vid-text">CPSA Roundtable Webinar: Coming Out Strong in a Post COVID-19 Economy</a></div><div class="col-sm-6 featured-video-med featured-med-16 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/consultative.png?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-get-confident-being-consultative" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-get-confident-being-consultative" class="vid-text">Virtual Training Session: Get Confident Being Consultative</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-17 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/presentation-skills.png?sfvrsn=0');"></div><a href="/resources/videos/virtual-sales-bite-digital-presentation-skills" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-sales-bite-digital-presentation-skills" class="vid-text">Virtual Sales Bite: Digital Presentation Skills</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-18 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/coachingb867102bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-key-considerations-of-coaching-the-5-w-s" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-key-considerations-of-coaching-the-5-w-s" class="vid-text"> Virtual Training Session: Key Considerations of Coaching: The 5 W’s</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-19 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/sm5c67102bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-verbal-branding-simplicity-the-most-powerful-hidden-tool-for-sales-and-performance" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-verbal-branding-simplicity-the-most-powerful-hidden-tool-for-sales-and-performance" class="vid-text">CPSA Webinar: Verbal Branding & Simplicity: The most powerful, hidden tool for sales and performance</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-20 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/trigger.png?sfvrsn=0');"></div><a href="/resources/videos/sales-bite-trigger-events-and-building-relationships-online" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/sales-bite-trigger-events-and-building-relationships-online" class="vid-text">Sales Bite: Trigger Events and Building Relationships Online</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-21 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/nancy-webinar.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-resilience-and-mindset-during-uncertain-times" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-resilience-and-mindset-during-uncertain-times" class="vid-text">CPSA Webinar: Resilience and Mindset During Uncertain Times</a></div><div class="col-sm-6 featured-video-med featured-med-22 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/jg-webinar.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-inspect-assess-and-coach-to-win-bigger-deals" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-inspect-assess-and-coach-to-win-bigger-deals" class="vid-text">CPSA Webinar: Inspect, Assess, and Coach to Win Bigger Deals</a></div><div class="col-sm-6 featured-video-med featured-med-23 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/kc-webinar4e5c102bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-sales-coaching-through-crisis-maintaining-relationships-and-business-continuity" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-sales-coaching-through-crisis-maintaining-relationships-and-business-continuity" class="vid-text">CPSA Webinar: Sales Coaching Through Crisis: Maintaining Relationships and Business Continuity</a></div><div class="col-sm-6 featured-video-med featured-med-24 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/sg4658102bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-cpsa-webinar-selling-and-succeeding-in-turbulent-economic-times" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-cpsa-webinar-selling-and-succeeding-in-turbulent-economic-times" class="vid-text">CPSA Webinar: CPSA Webinar Selling and Succeeding in Turbulent Economic Times</a></div><div class="col-sm-6 featured-video-med featured-med-25 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/4steps.png?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-4-steps-to-account-management" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-4-steps-to-account-management" class="vid-text"> Virtual Training Session: 4 Steps to Account Management</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-26 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/effective-prospecting.png?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-effective-prospecting" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-effective-prospecting" class="vid-text"> Virtual Training Session: Effective Prospecting</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-27 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/teneo.png?sfvrsn=0');"></div><a href="/resources/videos/cpsa-webinar-cracking-the-buyer-code-what-do-they-really-want-from-sales-professionals" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/cpsa-webinar-cracking-the-buyer-code-what-do-they-really-want-from-sales-professionals" class="vid-text">CPSA Webinar: Cracking the Buyer Code – What do they REALLY want from Sales Professionals?</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div><div class="col-sm-6 featured-video-med featured-med-28 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/webinar-nudged1d10f2bc38f6bc995f6ff0000b59987.png?sfvrsn=0');"></div><a href="/resources/videos/webinar-recording-how-to-use-social-media-to-build-relationships-and-capture-new-customers" class="vid-img-link-med "></a><a style="display: inline; margin-right:5px;" href="/resources/videos/webinar-recording-how-to-use-social-media-to-build-relationships-and-capture-new-customers" class="vid-text">Webinar Recording: How to Use Social Media to Build Relationships and Capture New Customers </a></div><div class="col-sm-6 featured-video-med featured-med-29 "><div class="video-img-container" style="background-image: url('https://www.cpsa.com/images/default-source/default-album/8steps.png?sfvrsn=0');"></div><a href="/resources/videos/virtual-training-session-consultative-selling-8-steps-to-success" class="vid-img-link-med nli"></a><a style="display: inline; margin-right:5px;" href="/resources/videos/virtual-training-session-consultative-selling-8-steps-to-success" class="vid-text">Virtual Training Session: Consultative Selling: 8-Steps to Success</a><img style="height: 13px;" src="/ResourcePackages/lock_blue.png"></div>
<div class="col-sm-6 col-xs-12 recommended-resource wide-image"><div class="recommended-resource-image-container" style="background-image: url('/ResourcePackages/kc_default_cat_image.png');"></div><div class="recommended-resource-info"><span class="cat-title">CPSA Webinar Recordings </span><a href="/resources/articles/cpsa-webinar-how-to-connect-with-key-decision-makers">CPSA Webinar Recording: How to Connect with Key Decision-Makers</a><div class="resource-meta"><div alt="Article" title="Article" class="kc-icon article-icon"></div>Shawn Casemore</div></div></div><div class="col-sm-6 col-xs-12 recommended-resource last wide-image"><div class="recommended-resource-image-container" style="background-image: url('/ResourcePackages/kc_default_cat_image.png');"></div><div class="recommended-resource-info"><span class="cat-title">CPSA Webinar Recordings </span><a href="/resources/videos/cpsa-webinar-writing-sales-emails-during-sensitive-times">CPSA Webinar: Writing Sales Emails During Sensitive Times</a><div class="resource-meta"><div alt="Videos" title="Videos" class="kc-icon video-icon"></div>Canadian Professional Sales Association </div></div></div>