Sales Professionals Kansas City: workshops

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FREE eBook: LinkedIn The Sandler Way by Sales Pro, Mike Montague

Get the free PDF version of the book at the link below of the new Sandler Training and LinkedIn collaboration, LinkedIn The Sandler Way. Our own Sales Professionals USA member, Mike Montague, contributed to this book, and we are very excited to share it with you. Mike has been on the local and national Board of Directors for Sales Professionals USA as the VP of Internet Marketing, and now you can learn why!

This book contains valuable information for salespeople on how to maximize LinkedIn with 25 tips to:

Create A Client-Attracting Profile
Get Connected With Prospects & Clients
Search For Quality Leads & Prospects
Make Contact With Decision-Makers

This complimentary ebook is endorsed by LinkedIn and was created in a partnership with LinkedIn and Sandler Training to teach salespeople how to create a social selling plan to attract, find, make contact with, and close more prospects. We hope you find this information helpful, but if you need personal assistance, please contact Mike Montague to schedule a LinkedIn training session with you or your team.

Get your FREE ebook, LinkedIn The Sandler Way, now!

3 Sales Conversation Habits That Destroy Credibility

Sales consultant and author, Nancy Bleeke, shows sales managers how to identify credibility-crushing sales conversation habits and coach their reps on how to change the conversation.

You work hard to generate leads for your sales team and establish credibility for your company, brand, and product. But do your sellers build their own personal credibility when they are in the hard-earned conversations with your buyers? Or do they unknowingly kill sales opportunities with seemingly little habits that trash their credibility?

Credibility is the quality of being believable or worthy of trust. It’s a necessity for earning the sale now more than ever.

The transparency afforded by the internet means that the reputation and actions of an individual are available to anyone who looks. Buyers can easily “Google” the seller before or after their meeting as they seek to determine whether they are credible. But what the seller does during the meeting with the buyer matters most.

There are many ways to build credibility and there are three seemingly conversational habits that will kill it.

Credibility killer habit #1: Pitching.
Unless your sellers are in front of the sharks on Shark Tank, pitching your solution “at” someone does not make a conversation and most times won’t make a sale. Bombarding buyers with data and details of why they should buy your solution without earning credibility, trust, and permission can be a killer.

What to do instead: Equip your sellers to have more than product knowledge. Train and coach them on how to explain your product or service (solution) connected to that specific person, situation, or company. Of course, to be able to do this means they need to know about that person, situation, or company first. That knowledge should be gained well before their actual conversation with them.

Buyers LOVE sellers who do their homework and don’t waste their precious time telling them things they could have easily found out on their own. Jeff Uphaus, SVP at Cbeyond echoed that sentiment at a recent fireside chat in Atlanta. As a consumer and decision maker in his company, one of his biggest pet peeves is being approached by sales people who don’t understand his pain points.

Credibility killer habit #2: Letting objections derail the conversation.
Sellers’ responses to stated concerns or objections are tell-tale signs of whether they are credible. When sellers try to talk around or avoid a concern or objection, or ‘handle’ the person or objection, the conversation changes and what might have seemed like a real sale opportunity might now be in jeopardy.
Confident and collaborative salespeople know that concerns and objections are an opportunity to keep the conversation going and the sale alive.

What to do instead: Work with the sellers to identify possible concerns and objections. Take 15 minutes during a sales meeting and have them practice their reaction and response to possible concerns or objections that can be raised. Yes they will moan and groan about ‘practicing’ but you’re the boss right?

Train and coach them to work through the concern or objection as a collaborative advisor. Here’s an easy to remember approach to working through objections and maintaining credibility in a conversation: Stop, Drop, and Roll.
• Stop Your Verbal Reaction to the Objection and take a pause
• Drop your defenses, emotions, agenda, and ego
• Roll forward with questions that seek clarity from the buyer about their objection
• Respond with RELEVANT information and suggestions

Credibility killer habit #3: Sticking to the agenda.
Yes, I said sticking to the agenda is a killer habit in sales conversations. Why? Though agendas are extremely important as a roadmap for sales conversations, if they aren’t matched with the ability to be flexible and responsive to what is happening during the conversation, they are killers.

What to do instead: Train and coach your team to prepare meeting agendas and confirm the conversation objective with the buyer at the get-go.

• Many buyers will relax and be in a more productive and collaborative mindset when they know what the meeting is about. Ensure they ask the buyer what they want to accomplish in their time together to demonstrate that the buyer’s objectives are important as well.

Help your team stop killing their credibility and sale with (easy-to-fix) poor actions and reactions. Equip them with skills to keep the sales opportunity alive by eliminating the conversational habits that blow up the sale before it gets very far.

How To Make A Fortune Selling to Women

Come hear Pascale's perspective on a very special aspect that could dramatically increase your 2014 success!

Pascale Henn practices in the area of commercial law, with an emphasis in business contracting,
procurement and supply contracting, distributor and dealer sales, government contracting,
business formation, commercial real estate, corporate complianceand policy implementation.

She has over 20 years of experience as legal counsel to Fortune 100 multi-national corporations
as well as to small start-ups and sole proprietorships. Pascale has practiced as in-house counsel
with Sprint, CenturyLink and General Electric’s Employers Reinsurance Corporation.

In addition, she has acted as outside legal counsel to business clients of all sizes,while practicing
with both large and small boutique firms. Many of her clients are government contractors, and she’s
guided them through the entire process from bidding to contracting to satisfying compliance requirements.

Ms. Henn has served on the Board of the Association for Women Lawyers of Greater Kansas City
for many years. She has been recognized as Best of the Bar by the Kansas City Business Journal
in corporate law and has presented in numerous forums on business and corporate law.

Don't miss this upcoming event!

Pascale Henn
Business Law Advisors, LLC
8700 Monrovia Street, Suite 310
Lenexa, Kansas 66215
913-647-7522 Phone
816-699-4213 Mobile
phenn@PHBusinesslaw.com
www.businesslawyerkansascity.com

Sales Professionals USA now has an app!

Get inspirational quotes on your phone to keep you motivated and inspired during your work week!

Click here to download the SP USA App! Available on iPhone, Android, and Kindle!

http://quotesapp.4yourmobile.com/landing/Desktop

Smarts In Business - Is Not About IQ

This story appears in the December 16, 2013 issue of Forbes.

When academics use the word “smarts,” they usually mean general intelligence, or “g” for short. This is the ability to learn, think and apply. For decades scientists have sought to measure g by using IQ and similar cognitive tests. But smarts is something different in the real world. It isn’t defined by 800 math SATs. It’s more about the importance of hard work, perseverance and resilience:

Call it grit.
Call it courage.
Call it tenacity.
Because these are old-fashioned concepts, they’re easy to miss.

In business the questions are: Who can get things done? Who can achieve, endure and succeed? The oil wildcatter in North Dakota or the top insurance salesman in Kansas City may not be a mathematical genius like Google's GOOG +0.32% Sergey Brin, but they’re both wily, clever and capable. They’ll survive good times and bad. They’ll adapt to changing markets and win more than they lose.

While discussing smarts, CEO Tom Georgens of NetApp NTAP -0.95%, the $6.3 billion data storage company, made a very interesting observation: “I know this irritates a lot of people, but once someone is at a certain point in his or her career–and it’s not that far out, maybe five years–all the grades and academic credentials in the world don’t mean anything anymore. It’s all about accomplishment from that point on.” About his own hires, Georgens offered, “I don’t even know where some members of my staff went to college or what they studied.” To him and other CEOs, at a certain point it just doesn’t matter anymore.

Taking the idea in a more entrepreneurial direction, Greg Becker, CEO of Silicon Valley Bank, told me, “Some of the better venture capital firms that I know want people who are scrappy, who have been through trials and tribulations. These people will figure out a way to make it work, no matter what.”

Maynard Webb, chairman of Yahoo's YHOO - 0.25% board of directors and a board member of Salesforce.com CRM +0.97%, added, “What I’m looking for is talent. But talent isn’t just intellect. Talent is also what you’ve done. If you’re an entrepreneur trying to break through, it’s hard work. You have to be tough, you have to be willing to take lots of body blows. So I’m looking for that grit factor.”

This should be good news for most of us. We’re not limited or defined by the IQ we’ve inherited. Much of what makes us real-world smart comes from what we’ve learned–usually the hard way. Academics will say those things don’t technically define smarts. Fair enough. Effort and tenacity don’t directly align with the scientific definition of intelligence. But before dismissing this column’s definition of smarts, let me show you how grit leads directly to becoming smarter. This happens because grit results in an increased ability to learn more and adapt faster.

GRIT CREATES SMARTS
From the prenatal period to the end of our lives what shapes the neural circuits underlying our behavior is experience. This can include such uncontrollable influences as adversity, as well as such intentional influences as learning and training. The human brain displays amazing plasticity–the ability to modify neural connectivity and function–even into our 70s.

The smartest people in business are not those who have the highest g; they are those who regularly put themselves in situations requiring grit. These acts of courage accelerate learning through adaptation. For example, salespeople who make more calls will almost always outperform salespeople who make fewer calls.

That’s no surprise, but here’s the key point: This doesn’t happen just because the act of making more calls mathematically raises the chances of success.

There’s much more to it. By facing up to the task of making a call, frequent callers:

Put themselves on a faster learning curve.
They discover more rapidly what works and what doesn’t.
They’re quicker to learn techniques that overcome rejection.
Thus, their success yield will improve– i.e., double the calls, triple the sales.
The act of making lots of calls also helps a person learn self-discipline and understand the rewards of delayed gratification.

In the real world its grit that makes us smart. My daughter was home from college and we were talking about her grades. Her GPA was 3.4 and I told her that that was about what I had when I went to college, but it took me 3 years to get it that high. She said, “Dad, it is an average grade, it is not cumulative!” You would think someone would have mentioned that when I started.

Thank heaven you do not have to have a high GPA to be successful in business. This is an excellent article that talks about Real Grit and what it takes to be successful. I thought the comment from one of the presidents was interesting. He did not know what most of his people majored in college. Their life experiences and business smarts was what he was interested in seeing in his people.

Mel

Sale Pro Edumacation

My thanks to David Parks, for forwarding this piece to me for the SP Web Site.

Come to the Thirty-Second Commercial Clinic

Laura Burmeister, Sander Training, “Creating A Killer Thirty-Second Commercial”. Come to the Thirty-Second Commercial Clinic:
The “elevator pitch” is a staple of any prospecting plan. Learn how to write and deliver an emotionally charged 30 or 60 second commercial. Your challenge is to get your prospect’s attention in 30 seconds or less, without. sounding like every other salesperson
Breakfast $15 + 2nd free; meeting starts 7:20

Laura Burmeister
Associate & Certified Trainer,
Sandler Training by Effective Sales DevelopmentSandler Sales Training Kansas City
laura@effectivesales.net

Laura Burmeister is an associate at Sandler Training Kansas City, where she provides training and coaching on the behaviors, attitudes, and techniques of interpersonal communication needed to be more successful in management, sales and customer service. She is currently available for speaking engagements, keynotes, talks, and meeting facilitation.

Creating A Killer Thirty-Second Commercial - 2/21

Laura Burmeister, Sander Training Kansas City, “Creating A Killer Thirty-Second Commercial”.

Come to the Thirty-Second Commercial Clinic:

The “elevator pitch” is a staple of any prospecting plan. Learn how to write and deliver an emotionally charged 30 or 60 second commercial. Your challenge is to get your prospect’s attention in 30 seconds or less, without. sounding like every other salesperson

Breakfast $15 + 2nd visit free; meeting starts 7:20
First Watch Restaurant
11112 Shawnee Mission Parkway, Shawnee, KS 66216

Upcoming Events

2.7 Mike Montague, Sander Training, “Social Media for Sales” Roundtable
3.13 Bi-monthly Thursday Board Meeting
3.21 Charlie Vogt, Country Club Bank, “Maximize Your Financial Power in 2014”
4.4 David Parks, Merit Packaging, "Networking" Roundtable
4.18 Pascale Henn, Attorney at Law, "How To Make A Fortune Selling To Women"
5.2 Suzette Burton, "Leveraging Social Media To Find Job Opportunities" Roundtable

New to sales or business? You need us. Experienced in sales or business? We need you!

Sales Professionals USA is committed to the success of individuals in the free enterprise system by providing support, education, inspiration, networking and fun to those with entrepreneurial spirit!

Sales Professionals Kansas City 3rd Fri. Breakfast Speaker

Alisa Kartch, WorkLife Unleashed,
"The Formula For Success"

Let's get together meet to listen and learn new ideas to help us be more successful this year!

Breakfast $15 + 2nd free; meeting starts 7:20

Host:

Linda Smith - 913.638.1222

When:

Friday, January 17 from 7:00 AM to 8:30 AM

Where:

First Watch Restaurant, 11112 Shawnee Mission Parkway, Shawnee, KS 66203

Other Upcoming Events:

1.09 Bi-Monthly Board Meeting
1.10 @ 6:30 PM Annual White Elephant Dinner
2.7 Mike Montague, Sandler Training, "Social Media for Sales" Roundtable
2.21 Laura Burmeister, Sander Training, “Creating A Killer 30 Second Commercial”
3.7 Alicia Katrch, WorkLife Unleashed, "Fail-Safe Leadership" Roundtable
3.14 Bi-monthly Board Meeting
3.21 Charlie Vogt, Country Club Bank, “Maximize Your Financial Power in 2014”
4.4 David Parks, Merit Packaging, "Networking" Roundtable
4.18 Pascale Henn, Attorney at Law, "How To Make A Fortune Selling To Women"
5.2 Suzette Burton, "Leveraging Social Media To Find Job Opportunities" Roundtable
5.16 Sharon McGloin, Experiential Alternatives, "Leadership From The Inside Out"
New to sales or business? You need us. Experienced in sales or business? We need you!

Sales Professionals USA is committed to the success of individuals in the free enterprise system by providing support, education, inspiration, networking and fun to those with entrepreneurial spirit!

First Friday Think Tank: "Are you The Thermostat or The Thermometer”?

If you are convinced that you can grow your business by getting by with trying to “wow” your prospects with the same old, “We give better customer service than anyone else”, or “I understand the market and can bring you the latest info”, or “our products are made of the highest quality materials” or “our website is the most customer friendly” yada, yada, yada, sales jargon, then you may be doomed by the competition.

Learn how to design a “kick a_ _ sales presentation” that will insulate you from the competition, and enable you to grow your business faster than you ever imagined!

Program starts at 7:30 and breakfast is off the menu... Come participate on Friday at First Watch Shawnee, 11112 Shawnee Mission Parkway...

Thanks,

Thomas G. O'Connor, ACBC, Advanced Chartered Benefit Consultant, President, Wellstone Benefits Advisors

First Impressions

Dardis Communications one of our fabulous speakers had a link to a YouTube video about non-verbal communications. The video shows how just the facial expression can improve or disprove your sale-ability.

Actually the non-verbal communication was totally self evident in less than 5 seconds.

Imagine spending the time to get an appointment, preparing for the appointment, traveling to the appointment and shooting yourself in the foot in under 5 SECONDS, Wow. That’s 5 Seconds Sales Pros.

Don't forget to join us this Friday at the First Watch in Shawnee for some great first impressions and another great speaker!

Selling with Style

Each day presents us with many opportunities to sell ourselves and our ideas.
The art of persuasion comes naturally to some, while it is often elusive to others.
And yet, each of us engages in various levels of persuasion daily, from
suggesting a place for lunch, to promoting a new process approach at work.

All of us have certain behavioral styles and preferences. If we can begin to
understand and respect these differences in people, our results in dealing with
others can become more pleasing and ultimately more successful for all parties.

For example, if you are an easy-going, people person dealing with a task oriented detail person, learn to minimize the chit-chat, and get right to the task at
hand. Do your homework when dealing with this type, and refrain from "flying by
the seat of your pants" if that is your preferred style.

If you are trying to persuade someone who is a fast-paced, direct individual,
focus on the results, and give them as much control of the situation as possible.
Also, this kind of individual does not enjoy surprises; so if there is bad news to
deliver, communicate it swiftly. Delaying the message will only escalate the
conflict.

If you are working with an outgoing, sociable type, let them know who else has
successfully implemented this approach, and remind them of the recognition they
will achieve when success is at hand. And above all else, make it fun!

Many individuals have a fear of change and loss of stability. If you are trying to
persuade someone of this nature, let them know the reason for the change, how
it will affect them, and assure them you will guide them through the process.
Respect their pace, which may be slower than yours.

Although this is a very brief introduction into behavioral differences, keeping
these tips in mind will help you succeed in sales and other persuasive activities.

© Paula K. Switzer, Switzer Resource Group, Inc.

The articles reprinted here are copyrighted by Switzer Resources Group, Inc.,
Resale or false representation of the author's work is prohibited by law. If you
have questions about the permissibility of usage, please email
srg@trainingresources.com to obtain advance permission in writing. Include
such information as: Number of copies to be circulated, in what format it will be
offered and your intended purpose.

Sales Professionals USA National Convention Photos

It was a photo finish... and now all the photos are finished!

Check out the rest of the great pictures at: https://salesprosusa.shutterfly.com/5

Sales Professionals USA, Welcome To Kansas City!

Thanks to everyone attending and helping this event come together!

2013 Sales Professionals USA Convention Committee:

Chairman/Speakers/Agenda - Pat Moore, Linda Smith
Check-In/Lanyards - Glenda Analla, Ken Praiswater, Annie Bass
Convention Bags - Denise Patrick Fisk, Rich Lohrmeyer, Mel Carney, Glenda Analla, Mike Montague, Linda Smith, and many others.
Costume Contest/Pendergast Characters - Pat Moore
Awards - Ken Praiswater
Banquet/Silent Auction - Grace Strachan, Damian Damian
Auction Entertainment - John Darrah & Peggy Lancaster
KCI Shuttle Service - Rich Lohrmeyer, Glenda Analla, Doug McDonald
Weekend Rides - Overland Park Club
Room Goodie Bags - David Parks
Photography - Sharon Cox, and others
Event Program - Mel Carney, Annie Bass, Mike Montague
Awards Presenter/DJ - Mike Montague
Things to Do KC - David Parks will lead group to Plaza Art Fair; Mel Carney will lead group to WW1 Museum; Pat Moore - Miniature Golf organizer
Logo Design/Program Design/Web Communication - Mike Montague
Hotel/Food/Awards Dinner - Linda Smith
Speakers - Mike Montague, Gail Curry-Kane Jensen, Randy Anderson
Speaker Hospitality - Annie Bass
Go To Guy - Damian Damian
50/50 Card Game Dealers - Rich Lohrmeyer, Ken Praiswater
Donations - Chris Christianson, Pam Eils Hayek, Mike Montague, Pat Moore, Denise Patrick-Fisk, Marsha Geisert, Gail Curry-Cane Jensen, Pat Moore, Linda Smith, Penny Grossenbacher, Paula Switzer, Ken Praiswater, John Darrah, Penny Grossenbacher, Grace Strachan, Fred & Karen Pasternak, June Kuehn, Kathy Skipton, Joan Hohn, Joan Usher, Mike Montague, David Parks, David Parks, Pam Eils-Hayek, Mel Carney, Richard Lohrmeyer, and many others.
Natl. Treasurer - Frank Giulano
Natl. President - Randy Anderson

Join Us Tomorrow!

Hi Sales Pros - 3rd Friday Breakfast Speaker tomorrow!! See you there, Linda Smith 

Joseph Aranki, Facilitator, Measurable Management, on "The Art of Sales"... It's not about knowing what to say, it's about whether one is wiling to experience the discomfort, risk and uncertainty of saying it. Do you have the emotional courage it takes? Come learn how this will enhance your sales success! 

Breakfast $15, Guests $13/2nd Free; meeting 7:20 - bring saying/book to share!

The Art Of Sales - Aug 16th @ SalesProsKansasCity

Hello Sales Pros, I look forward to addressing KC Sales Professionals on Friday the 16th of August from 8-8:30. My "brief" bio:

The Art Of Sales: It is not about knowing what to say. It is about whether one is willing to experience the discomfort, risk and uncertainty of saying it.
In other words, does one have the EMOTIONAL COURAGE? You will learn with further information, how this will enhance your sales success. Come learn!

Career Highlights: Pharmaceuticals Sales, Sales Management, Corporate Executive 25 years, Bristol Myers Squibb
.. Speech/Drama Teacher 4 years
.. DJ/Radio Broadcaser 3+ years
.. Owner for 10 years of (2) upscale retail stores in gifts and collectibles
.. Director of Operations 3+ years for a 2,300 member Country Club
.. Conducted Seminars for sales/sales management for various organizations including Bristol Myers Squibb
.. Facilitator, Measurable Management since 2009

Education: .. Bachelor of Fine Arts (BFA) in Speech & Drama, Minor English
.. Masters Business Management (MSM), focus Management/Sales

Personal: .. 74 years old, married 45 years to Beverly; 3 children, 5 grandchildren
.. Born in Jerusalem, Palestine; Palestinian Arab Christian Catholic
.. Speaks 3 languages - Arabic, French, English

By the use of a flip chart, I will engage the audience and cement the message visually. Hope all can make it!

Blessings,

Joseph T. Aranki, Facilitator, Measurable Management, August 16 salesproskansascity Speaker
Speaker, Sales Coach, Sales Training, 913.908.6734, joe@aranki.com

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 Wisdom of Resilience Builders: How Our Best Leaders Create the World's Most Enduring Enterprises

Rick Tirrell is a national and international consultant who has been advising CEO's and company presidents about strategy and corporate culture for over 20 years. His recent ground breaking book, "The Wisdom of Resilience Builders: How Our Best Leaders Create the World's Most Enduring Enterprises" has been a huge success.

In my book I propose a theory that the world's best companies build their enterprises on one Competitive Platform. Then they dial up that platform to Genius levels. A good sales person should come to understand how the potential customer competes and then hand-tailor the presentation to the prospect's competitive model.
I am saying that the sales person should change the language of the presentation, as well as the proposed value to the prospect, depending on how the prospect competes.

So one would present to Wal-Mart using a language of efficiency, cost savings, and supply chain integration, because Wal-Mart is built on the Efficient Platform.
But one would not make the same presentation to Pixar, even if they are selling the same product. One would tell Pixar about increasing their creative possibilities, making it easier to do multiple variations on a theme, ease of use, and collaboration, because Pixar is built on the Creative Platform. So these two companies are built out of two different sets of DNA. Sell to their DNA.

Rick will use the concepts from his book demonstrate the four variations of Strategic Selling you can use, so your proposal matches the unique nature of the prospect. This suggests that your choice of words, which features you highlight, and the potential benefit should match the unique nature of the customer.

Come listen and learn to become more successful in your area of expertise!

Date: June 21
Title: "Strategic Selling"
Presenter: Rick Tirrell, PhD., Navigator Group, ricktirrell@navigatorgroupinc.com

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?"

LinkedIn The Sandler Way: 25 Secrets that Show Salespeople how to Leverage the World’s Largest Professional Network