SalesProsUSA National Convention Schedule 9.20 - 9.22

Hi SalesProsUSA-ers - Just added entertainment during the Sept. KC KS Convention and its during the meetings!!!!!  

1.        Come listen to Cathy Hunt Trio playing KC style jazz - starting at 11 AM Fri. when you register & into lunch + during first break!! (Will this get Gail dancing before we begin lunch??)

2.        You'll be entertained during the Silent Auction by John Darrah & Peggy Lancaster, Spoken Word Productions, "40s Radio Show"!!! What will you learn about the KC of yesterday?

3.        Mike Montague, Sandler Training, will be spinning some tunes during a Sat. break or lunch......Get ready!!!

We decided to "pump up the volume" and put our KC SalesPros talent to work to add excitement and lots of fun for all of you, Pat                 

Ready to mingle?????

NOTE: 28 signed up for the Gangster Tour & Dinner at Garozzo's for $60. are you in? You can still send $60 to:
                        Frank Guiliano, guido22@mindspring.com, 303.912.2850, 1400 W. 122 Ave., Apt. 101, Westminster CO 80234
                        (Awards Tickets are $35 - also send $$ to Frank or you still can sign up and send Frank $$$$!!!)

SalesProsUSA CLUB PRESIDENTS: Please forward updated emails if you have added members,etc?

PS. You might be hearing from Grace Strachan, Silent Auction Chair, so let's make it the best ever!!!!!

PPS. Email pat.moore@teknion.com if you have 40 bag stuffers? (Items gor Welcome Bags)

Spotlight: The Cathy Hunt Trio is boldly America with flavors and textures as varied as traveling Route 66 from Chicago to LA.

The Cathy Hunt Trio performs blues, jump blues, rockabilly, and even a few mambos. This music was born in American cities including Memphis, New Orleans, New York, Dallas, Los Angeles, San Diego, and Kansas City. Early versions of jump blues featured horns, but well-known guitarists, such as T-Bone Walker, pioneered the addition of electric guitar to swing and jump music after WWII. Rockabilly music emerged during the same time through the marriage of rural country music to blues and swing rhythm. Often, a common thread in jump blues and rockabilly is humorous lyrics—music that doesn't take itself too seriously. After all, life is too short!

Cathy provides vocals, Jason Jones plays upright bass, and Marvin Hunt plays guitar for the trio. The members of the Cathy Hunt Trio also perform in the House Jumpers band. The House Jumpers have a newly released album, Sure Footed Baby, on House Rent Records, a division of EsDeca Media. Learn more at www.HouseJumpersBand.com.

The Importance of A Value Proposition Statement for your Business and How to Write One by Adam Robinson

I found this article and thought that it was something that was needed by each and every sales pro.  I especially liked the examples of strong Value Propositions.  Take time to read the page and one half article and then sit down and write or rewrite your Customer Value Proposition.

- Mel


Let’s start by making sure we are all on the same page: A strong value proposition statement speaks directly to your target audience and it tells them exactly why they should purchase your products and services. A value proposition is Clear statement of concrete results that a customer will get from purchasing or using your product.

A value proposition statement is a short statement that tells your prospect why they should buy from your company. It is focused on outcomes. Your value proposition statement details of the value you provide into an easy-to-remember synopsis that your client can easily grasp and remember. This helps spread word-of-mouth marketing and it differentiates you from the competition. Keep in mind that your value proposition should identify and remedy an unmet need that your customers face. It should relieve their pain.

Regardless of the size of your business or the type of industry you are in, your company should have a value proposition statement. To help you, here are some guidelines to follow in creating one for your business. A strong value proposition does the following:

Creates interest, so that your prospects ask questions and want to learn more. Your value proposition opens the door so that someone might be willing to meet with you instead of blowing you off when you call or mail them for the first time
Differentiates your offer from your competitors’ offers and creates a strong differential between you and your competitors. You never want to be a “me-too” company.
Increases the quantity and quality of your sales leads and makes conversion to a customer much easier
Wins your business greater market share in your targeted segments
Aligns your business operations more closely to customer needs
Focuses on your customers’ point of view.
Include demonstrated results that will catch the attention of decision-makers–results like increased revenues, decreased costs, and improved operational efficiency, and

Examples of Strong Value Propositions


Hub spot: B2B companies recognized a 61% lower cost per lead and increased their organic traffic and lead conversions by an average magnitude of six-fold in 6 months.
Sales Trainer: I help salespeople crack into corporate accounts, speed up their sales cycle and win big contracts. Example: one of my recent clients won a verbal commitment for $5M in business in just 90 days.
Internet Marketing Company: Our products help people leverage the internet to triple their market reach and cut marketing costs in half when launching new products.
Business Consultant: Our clients grow their business typically by a minimum of 30-50% over the year while cutting costs by 35%.

How Do I Write My Value Proposition Statement?


Crafting a value proposition requires insight on what is unique about your company and your products/services. Your existing customers are your best resource to learn the value you offer. Your goal is to learn how your customers define value – not you. Call or visit some of your customers who started to use your product or service in the past 6 to 12 months.  They will know what it was like BEFORE they started working with your company so they can most readily tell you the value of your offering. Tell them you need help understanding the real value of your offering and that you’d like a chance to learn their perspective. Most people will be more than happy to oblige

The How-to Always Follows the Want-to


In sales, as in life, the HOW TO Always Follows the WANT TO
it is never in the inverse proportion.

How does this apply to sales?

A sales person’s job is to provide the product and product knowledge
and figure out HOW TO.

It is our job to establish in the prospect the

WANT TO.

In my sales effort I always keep the HOW TO in front of me while I work to establish in my prospect the

WANT TO.

When they finally realize that they WANT TO,

the path to HOW TO - has already been prepared.   

Mel Carney

A point to ponder
If it is important to you, you will find a way.
If it is not important to you, you will find an excuse.