Sales Professionals Kansas City: May 2013

TIME FOR THE AFTERBURNERS?

Sales Professionals,

We want to wish each of you a wonderful Memorial Day Weekend. While you are enjoying your picnic or BBQ, do not forget the reason for the holiday.

You also need to remember that Christmas and the end of the year is only 7 months away. While the time may not be right, you may need to think about hitting that after-burner to help you hit those sales goals that you (or someone) has set so high.

What You Say When You're NOT Speaking

You'll get more response from a 3 line email than a 3 paragraph email.

You'll get more return calls from a 20 second voice mail than a 3 minute voice mail.

You'll book more appointments with a 15 minute first phone call than a 45 minute first call.

Overly verbose people lack confidence in themselves or what they are selling or negotiating.

Strong performers:

· Don't answer unasked questions

· Don't think out loud

· Don't mark their words

· Don’t over explain

· Don’t restate the obvious.

The more words there are, the less value each word has.

Prospects may not know this dynamic in a literal sense but they know when someone is clear, concise, and confident. Or when they are not.

93% of what is communicated in a face-to-face meeting has nothing to do with the words you say.

- Sandler Training Kansas City

Upcoming Events in Kansas City!

MAY

5.17 Dr. Marvin Hunt, Dean Business School, Kansas City Kansas Community College, "Make Motivating and Selling Simple!"

5.31 2013 SalesProsUSA Convention Planning Meeting

JUNE

6.7 Glenda Analla, Compass Global Group, "What's Your Secret To Being A Exceptional Sales Professional? Roundtable

6.21 Rick Tirrell, Navigator Group, "The Wisdom of Resilience Builders"

6.28 2013 SalesProsUSA Convention Planning Meeting

JULY

7.5 No 1st Friday Roundtable - Happy 4th of July!

7.19 John Darrah, Spoken Word Productions, "Don't Ever Stop!"

7.26 2013 SalesProsUSA Convention Planning Meeting

AUGUST

8.2 Paula Switzer, Roundtable topic tba

8.16 Joseph Aranki, Financial Speaker, "The Art of Sales"

8.23 2013 SalesProsUSA Convention Planning Meeting

SEPTEMBER

9.6 Mel Carney, ProTrac, Roundtable topic tba

9.13 2013 SalesProsUSA Convention Planning Meeting

9.20 - No Monthly Speaker

9.20 - 9.22 SalesProsUSA Convention KC

OCTOBER

10.4 David Parks, Merit Packaging, Roundtable topic tba

10.18 Speaker tba

NOVEMBER

11.2 Gary Miller, Bearing Headquarters, Roundtable topic tba

11.15 Speaker tba

DECEMBER

12.6 Tom O'Connor, Wellington Group, Roundtable Topic tba

12.20 Steven Iwersen, Aurora Pointe LLC, Ambition Expert, "Chasing Porcupines: How To Lead Prickly People?"