When it comes selling you've got to know when to walk away. Not every prospect is a good prospect. You can use The Rule of Three to help you to determine what action you need to take. . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

This can be a touchy topic! You will find lots of articles, discussions and even books on cold calling. Does it work? Is it too invasive? Should you still try cold calling to build your network? Try this scenario Phone call are a viable option. . For more tips and resources, visit our website www.shawncasemore.com .…

There are a few circumstances when it is appropriate to ask for more time to meet with your buyer. The language you use to ask for that extension is important! . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

Sales professionals far too often are spending only 20%-30% off their time on prospecting. They allow themselves to be distracted with internal meetings, research and paperwork. If you want to thrive in sales role you need to dedicate at least 50% of your time to prospecting. . For more tips and resources, visit our website www.shawncasemore.com .…

When it comes to making a sale there are times when you need to ask for budget. When and how you ask can make all the difference. . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

Using language like, "Yes, and..." can really help you to draw the prospect in and keep the conversation moving forward in a positive way. . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

Far too often I see sales professionals get stuck in the presentation trap. They are in front of the board of executives, they have a 45 minute presentation and leave 15 minutes for Q&A. Learning from your prospects is the most crucial step, so why leave only 15 minutes at the end of a presentation to try to do that. . For more tips and resources, …

You may have heard the phrase "your price is too high". Responding with a clarifying question can help keep the sales meeting moving forward. . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

Often your prospects do not really know what they need. They have done some research, maybe have visited your competitor and they think they have a full scope of how you can help them. Asking bold questions can help uncover what they truly need and how you can help them. . For more tips and resources, visit our website www.shawncasemore.com .…

Your past prospects are a gold Mine of opportunity. Even when someone does not move forward a buy from you, you have the first steps of a relationship that can and should be nurtured. Continue to add value to that relationship. . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

Let's be honest, somedays you are eager and excited to get out there and connect with people and attempt to sell something and other days it can feel like a struggle! Find your power words . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

So your buyer is being difficult, dragging things out, maybe even being a bit rude but they are still engaging with you. This can be confusing..."Is this someone I really want to do business with" Don't give up too quickly Focus on the facts . For more tips and resources, visit our website www.shawncasemore.com .…

As a sales professional you have likely experienced the relative ease at which you can sell to an existing customer as opposed to a brand new lead. There are several levels of the sale to consider when you are interacting with buyers. Initial sale Up-selling Re-selling Referrals . For more tips and resources, visit our website www.shawncasemore.com…

Buyers continue to minimize the amount of time they spend engaged with a sales professional when making purchases. How are you going to get their attention? Be provocative Standout Be enthusiastic . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

When it comes to sales team meetings there is one mistake I see the most. The meeting is not for the team, it for the leader of the team. . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

If you are trying to hire for a sales position you have a few options to attract the people. One option is you can pay more money than anywhere else, you will attract lots of people, but you may not have the culture to retain those people. The best sales teams have a diverse group of people that share similar values and ideals. . For more tips and …

If you are losing members of your sales team, it is because they have found a better opportunity. The reason why they left is not necessarily for more money but for a better culture. . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

When it comes to closing the deal, there is so much information out there it can be overwhelming. The way you close each deal can be a little bit different. When it comes to closing the sale most sales professionals miss the value of the discovery section of the sales process. . For more tips and resources, visit our website www.shawncasemore.com .…

Many sales professionals are spending multiple hours every week trying to find new leads! Finding new leads is great but what about the dozens or even hundreds of dead leads you already have on your list? You need to stay in touch! . For more tips and resources, visit our website www.shawncasemore.com .…

Maybe you are selling something that is highly capital intensive. Maybe you are selling something that is in a niche market. Having a strategy to approach those companies or markets makes sense but, do not get caught in the weeds and spend hours and hours doing research before you pick up the phone or book a meeting. . For more tips and resources, …

Your competitive advantage can be built on your responsiveness. In todays environment almost anywhere you call you will hear “we are experiencing large call volume,” or “longer than expected wait times”. When your customers or potential customers are looking for you, you need to be there! . For more tips and resources, visit our website www.shawnca…

The Sales profession is evolving and will continue to evolve. As sales professionals, leaders and organizations we need to be evolving too. You may be seeing that the age of your buyer is become younger as the Millennials come into the marketplace and the Baby Boomers move out. If this is true in your business you will also be seeing that the Mille…

As you look to move forward in today's market we want to ensure you are creating the processes, methods and behaviours that will allow us to generate consistent sales. Think about marketing and sales as one effort Approaching buyers Build a pipeline of intel Adjust your growth strategy Hybrid selling strategies . For more tips and resources, visit …

If you find yourself in the position of having lots of sales and not enough resources to fulfill or service the sales now is not the time to sit back and allow things to settle down. What you do need is to have a system of how you can increase and decrease the flow of your sales as needed. Has your buyer changed? Can your buyer find you? Buyer pref…

Across the globe the pandemic has led to many who are in sales positions to feel burnt out. We need to take steps toward designing our day so that we are productive not just busy and in balance so we do not burnout. How are you spending your time? Reduce time spent on Non-revenue generating activities Breaks should be relaxing Put the phone down . …

The economy is beginning to shift, you may have noticed some clients holding off or holding back on expenditures until they get a better feel as to what the future of the economy will be. You can implement these strategies for closing deals faster. 3 questions to ask in the discovery session A personalized proposal Always try the assumptive close .…

Sometimes we believe things about ourselves that is not proven to be true. Often we saddle ourselves with anxiety or start to doubt our value because of the stories we tell ourselves. It is rarely ever as bad as we think and we can almost always find a solution. Unexpected situations Taking action in a new direction What is causing the anxiety Aski…

This book was written in the later half of 2021 and early 2022 so the insights provided are current and you can put the tools and tactics to work today to sell in the current environment. How to sell more in a down economy Review your accounts What are your competitors doing? New business generation Evidence based feedback Meeting virtual or in-per…

Over the past 2 years there has been peaks, valleys and significant challenges to overcome for many business and now some industries are slowing down because of the talk of a possible recession on the horizon. If you’re in sales, you may feel like you need to be buckling in and getting ready for bumpy ride and that may be true but there is somethin…

Selling is an activity. If you want to be good in sales you have to be good at executing activities consistently. Staying in touch with the market Collecting intelligence Focus on the customer How can you re-position?By Shawn Casemore

There are some challenges when you are a sales professional and you plan on taking vacation. Typically one of two things happen, you either have to monitor your emails and have your phone on you at all times or you completely disengage. Both of these scenarios can have downfalls. If you want to take a vacation and be able to relax there is a third …

Your mind is a powerful tool that you can utilize in any area of your personal or professional life and this is especially true in a professional sales position. Pain is in the mind Using "triggers" for positive actions . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

Often we see that there are two camps when it comes to closing the sale. The first camp keeps presenting information, features and benefits until the buyer says they are ready to buy. The second, tries to close the sale throughout the conversation using several different closing techniques. Both camps would be better suited to use the assumptive cl…

Marketing efforts within small businesses, medium sized organizations and large coroprations vary greatly from one salesperson and a third-party contractor hired to head the marketing effort to having a full marketing team, contractors as well as a large international sales force. Regardless of the size of the organization there often is a disconne…

Our attention spans are broken, and if you're selling in this environment you need to focus in value, but what is that? How each buyer defines value can be very different. Ask what information would be helpful What are your competitors doing? 5 levels of value Informative value Fundamental value Unique value Individual value Monetary value . For mo…

It can be difficult to get a buyers attention. People are distracted, working at home, having back-to-back-to-back Zoom meetings and the list goes on! You need to have something of value to say and use a system you can repeat. Create a BAT What does your buyer value Making connections Make it repeatable . For more tips and resources, visit our webs…

When it comes to selling, at what point should you be moving into a virtual conversation as opposed to having an in-person face-to-face meeting? Is what you are selling commoditized? Is your product or service complex? Strategies for virtual meetings . For more tips and resources, visit our website www.shawncasemore.com .…

We have all had experience with a difficult buyer. They may be hard to contact, have tons of questions, push back on everything you offer or are ghosting you. No matter the reason it feels difficult to get them to move forward there are closing strategies that work. Not everyone is like you The problem with the assumptive close Action based closes …

If you are in sales, you have goals. Whether you create the goals yourself or they are given to you, you have a target you are aiming for. Many people often miss their target because one key ingredient is missing. Setting goals Sales math The missing ingredient . For more tips and resources, visit our website www.shawncasemore.com .…

Regardless of your level of experience we can find ourselves in situations that leave us feeling nervous and effect the confidence we need to have a great sales meeting with a potential buyer. Should you fake it until you make it? The little green monster Use a dose of logic What is the worst that can happen? What will I do if the worst does happen…

Buyers are often flooded with information from websites, newsletters, social media, other salespeople and it can leave them unable to make a decision. When your buyer is stuck and you have built some rapport and trust asking the right question can really help to move the discussion forward. Don't sell, walk your buyer through the process of making …

You may be feeling like you cannot handle attending one more virtual event, but that mindset needs to shift. Attending virtual events can actually be more efficient and productive than attending in person, saving you time and money. Use these tips to get the best value from attending virtual events. Do some research Send a direct message Follow up …

Have you ever worked hard for a lead, connected with them, had a great meeting and then they disappear? You've tried to follow up by email, phone and text but you don't hear back. Is it something you are doing to get ghosted? Are you driving them away? Do you have multiple contact options? Is there a weak link in your process chain? Cement the next…

Virtual events are here to stay. Although it can feel harder to get leads virtually as opposed to in-person there are great strategies you can employ to collect leads while attending virtual events. Common problems Know who is going to attend Show up with intention Be assertive, connect with other attendees . For more tips and resources, visit our …

It is getting harder and harder to break through and reach a potential buyer with a cold email. On average a B2B business receives 126 email per day. The phone can help you draw your buyers attention to your email. Situation 1 - You don't know me... Situation 2 - You've had a brief meeting... Situation 3 - You've been ghosted . For more tips and re…

Sometimes we can find ourselves in a bit of a slump, especially after a busy period, or after a series of big wins. Getting re-energized by finding fresh opportunities does not need to be difficult. Review past quotes or proposals Make a plan Follow up . For more tips and resources, visit our website www.shawncasemore.com .…

Chances are you have heard the 3 most common objections plenty of times. No need, no time, no budget. You can use strategic questioning to uncover how you can get the buyer over any of these obstacles. No budget - asking early and often No time - give value before asking for time No need - did you give a compelling case? . For more tips and resourc…

Shawn shares the sales activities that his clients are using to get the attention of the buyer, convert the buyer and close the sale. Send a piece of mail Have a simple conversion Respond quickly and continue to add value . For more tips and resources, visit our website www.shawncasemore.com .By Shawn Casemore

It is the beginning of a new year and buyers are busy! Consider asking yourself, does my offering align with my buyers priorities of what they need to take action on? Take a multi-prong approach to get their attention Provide value You can you reach out to to make an introduction Are you interesting and provocative Timing is everything . For more t…

Closing a virtual sale can seem like a big mountain to climb as compared to closing a sale when you are face to face with your buyer. Although it may feel difficult, selling virtually is here to stay and there 3 stages to closing a virtual sale that can help you feel more comfortable. Transitional phrases Include a time-bound statement Closing phra…