Sell More with Casemore Podcast: Recent Episodes
Shawn Casemore
A show dedicated to helping sales executives and professionals sell more, while working less. We share "what's working now" strategies, have special guests and even the odd rant. You won't want to miss a single episode!
Most people will fall into one of two categories of having a fixed mindset, or a growth mindset. The mindset you grow and strengthen can make all the difference in your career success and other aspects of your life.
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For more tips and resources, visit our website www.shawncasemore.com
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There are many sources that you can tap into for referrals. The suppliers and companies that support your business, family, friends and your professional network of colleagues can all be great source of referrals. If you want time take your referral game to the next level you need to start asking your prospective clients for referrals.
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For more tips and resources, visit our website www.shawncasemore.com
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Many sales professionals have found 2024 to be a tough year. If you have been in the sales game for any length of time I am sure you can relate. In this episode I share some things that I have used to stay motivated and engaged even when times have been tough!
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For more tips and resources, visit our website www.shawncasemore.com
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Everyone talks about adding value. The biggest challenge as a sales professional is trying to figure out what is valuable? What is going to be of interest to your prospects?
Your prospects are doing a ton of research before they even reach out to you.
What we need to do is come up with information, resources, tip sheets, check lists, case studies and podcasts that will aid your prospect in their research and that points back to you or your product being the solution they need.
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For more tips and resources, visit our website www.shawncasemore.com
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Your deep into a meeting with a prospect and you think you are headed towards closing the sale but what you get are not quite objections but a deflection or an obstacle you need to overcome before being able to close. You may start to feel as if you are talking to the wrong person, but don't get ahead of yourself. There are several methods you can use to stay on track towards a strong close.
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For more tips and resources, visit our website www.shawncasemore.com
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When your going into a meeting where you believe the opportunity exist to close the deal, are you thinking about stacking the close?
Having your plan in place of how you are going to close will give you the advantage as you keep serving up your closes throughout the meeting.
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For more tips and resources, visit our website www.shawncasemore.com
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When you are dealing with a prospective customer you have to assume that your competition is also reaching out to them. What methods of reaching out are your competition using? What are they doing that you are, or are not doing? You have to be different to stand out.
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For more tips and resources, visit our website www.shawncasemore.com
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Closing the sale is something you start right from your first interaction with the prospect, but don't think too far ahead. You need to consider closing each section of the sales process before moving on to the next. Every sale you make is a series of closes.
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For more tips and resources, visit our website www.shawncasemore.com
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Have you ever received an objection where there is just not enough information for youth know exactly what the problem might be? This is a sign from your customer that you have missed the mark somewhere, you need to dive back in and discover what you may have missed.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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!
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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Using language like, "Yes, and..." can really help you to draw the prospect in and keep the conversation moving forward in a positive way.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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You may have heard the phrase "your price is too high". Responding with a clarifying question can help keep the sales meeting moving forward.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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!
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For more tips and resources, visit our website www.shawncasemore.com
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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.
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For more tips and resources, visit our website www.shawncasemore.com
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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!
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For more tips and resources, visit our website www.shawncasemore.com
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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 Millennials have different preferences on how they like to interact, communicate, build relationships and research.
- Research, will your new buyers find you?
- Building a relationships, communicating and getting referrals
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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 preferences are evolving
- The role of the sales professional is changing
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
- Asking logical questions
- Keeping a strong mindset
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For more tips and resources, visit our website www.shawncasemore.com
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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-person
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For more tips and resources, visit our website www.shawncasemore.com
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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 something else we should also be thinking about.
- Today's buyers are engaging with sales later in the cycle
- We still need to build relationships
- Reaching a buyer - 20 touch points
- Variety & value
- People still buy from who they know, like and trust
- How you influence the research your buyers are using
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For more tips and resources, visit our website www.shawncasemore.com
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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?
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 scenario that you can try.
- Pre-vacation activity
- Right before you leave
- While your on vacation
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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 close more often.
- What does an assumptive close achieve?
- When and how to use an assumptive close
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For more tips and resources, visit our website www.shawncasemore.com
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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 disconnect between the sales and the marketing departments.
- What is the downfall when sales and marketing are not aligned
- The barriers that prevent sales and marketing from working together
- Conversations and metrics
- Bringing sales and marketing together
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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?
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For more tips and resources, visit our website www.shawncasemore.com
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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 buying decisions
- Put the focus on the buyer's priorities
- Ask the question at the start of the meeting
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For more tips and resources, visit our website www.shawncasemore.com
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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
- Plan your post event actions
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For more tips and resources, visit our website www.shawncasemore.com
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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 scheduled meeting
- Diligent follow-up
- What to do when you get ghosted
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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?
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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
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For more tips and resources, visit our website www.shawncasemore.com
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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 phrases
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For more tips and resources, visit our website www.shawncasemore.com
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When your selling in a virtual environment it is very different than selling face-to-face and can be very challenging when you are trying to flush-out objections especially if you have never met the client or potential client in person.
- Ask for the objections
- Build pauses into your presentations where you can handle questions
- Following up - "Do you have any concerns or questions..."
- Bring in a peer or mentor
- Adding a little pressure
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For more tips and resources, visit our website www.shawncasemore.com
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Many individuals and sales teams feel the challenge of trying to transition from what would be a face-to-face sales presentation to a virtual sales presentation.
- Do not jump into the slides too soon
- Establish the buyers priorities for the meeting
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For more tips and resources, visit our website www.shawncasemore.com
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Start engaging with people who have broad networks who may be able to introduce you to individuals within that network that can make an introduction or provide a reference for you to get a foot in the door.
- Lead accelerator strategy
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For more tips and resources, visit our website www.shawncasemore.com
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In today's sales environment to get a buyers attention and have want to engage with you, you have to be offering value. If you are offering what everyone else is offering you will not stand out.
- Ask the buyer and your existing customers what they value
- Help potential buyers through the research phase
- Interim solutions
- Complementary resources
- How you will stand out?
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For more tips and resources, visit our website www.shawncasemore.com
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The phone is still a bit of a secret weapon that you should be including when it comes to your prospecting activities.
- Why is the phone a good tool for prospecting?
- Your competition is not using the phone
- People have so many incoming text and email messages
- The communication is more clear
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For more tips and resources, visit our website www.shawncasemore.com
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As virtual events continue to be one of the most accessible options for making connections with others we need to make sure that we have a strategy so we can find and connect with prospects at virtual events.
- Prepping for the event
- Name tag & camera
- Finding participants
- Checking the chat box
- Connect with a conversational note
- Standing out
- What to do if you can not connect at the event
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For more tips and resources, visit our website www.shawncasemore.com
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In the sales world Monday is an exciting day. It's exciting because we have the whole week ahead of us, filled with opportunity. But, what happens if a big sale we have been working on, putting lots of time and energy into falls apart?
- It's not over until it's over
- Recovering from a lost sale - ask logical questions
- Is this a significant setback?
- Where can I shift my focus?
- Take action
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For more tips and resources, visit our website www.shawncasemore.com
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As a sales leader could you be inadvertently de-motivating certain members of your sales team? Use these tips to keep every member of your team moving toward their goals.
- Every person on your sales team is an individual
- You have a play fair
- Encouraging healthy competition
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For more tips and resources, visit our website www.shawncasemore.com
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With almost all conferences and events being online we need to discover how to make connections. Prospecting at these events can be challenging - but not impossible, it takes a bit of a different approach.
- Who is in attendance?
- Send a personal message
- What not to do
- Name and domain
- Camera on!
- Branding
- Smile
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For more tips and resources, visit our website www.shawncasemore.com
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These days, as a sales professional you have no doubt been exposed to the need to do at least some virtual selling. Buyers are now adopting the virtual sales model even in the B2B space.
- It is not about your Zoom skills, slides or lighting
- Be interested
- Be interesting
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For more tips and resources, visit our website www.shawncasemore.com
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Buyers are busy and it can be hard to get their attention. You have very little time with buyers to build a relationship, educated them and overcome objections.
- You need to stand out
- Integrating pattern interrupts
- Enthusiasm and energy
- Be provocative
- Use a different approach
You've done your homework on the potential buyer, you have had some conversations with them, did a presentation, given a quote and even dealt with some objections, but the deal won't close...
- Are you being direct enough?
- Puzzled but polite
- Take ownership of the situation
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For more tips and resources, visit our website www.shawncasemore.com
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If you have been a sales professional for any period of time you have likely faced some negative circumstances like objections, push-back, a potential buyer being upset with you, or maybe even someone insulting you. This can be de-flatting! What you can do is create a
- Being in the right environment
- Creating a positive and motivated frame of mind
- 3 statements to get you started
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For more tips and resources, visit our website www.shawncasemore.com
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You may have had great success reaching prospects and closing sales in the pass over the phone or through email, and now it is not working well. Sometimes you need to go back to the toolbox and choose a different tool that will allow you to reach your desired outcome.
- Calling strategy
- Texting strategy
- Whats App Strategy
- Video messages
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For more tips and resources, visit our website www.shawncasemore.com
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The one thing that most sales professionals do not do is ask for the sale. They have found the lead, presented to them, created report, overcame objections...but then they do not ask for the sale.
- Fear of failure
- Prompt the buyer
- Have a conversation - build the relationship
- Pick up the phone
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For more tips and resources, visit our website www.shawncasemore.com
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Many sales professionals are missing out on sales because they have not focused on the fundamental things they need to do to sell virtually.
The tips in this podcast will support your sales efforts when you are selling in the face-to-face virtual environment.
- Know the technology you need to use
- Do not turn your camera off
- Don't be in the dark, get good lighting!
- Do not read your slides
- Do not speed through your presentation
- Do not be afraid to ask for feedback so you can make adjustments
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For more tips and resources, visit our website www.shawncasemore.com
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Todays buyers have researched, read reviews and educated themselves on products or services they are going to engage with long before they talk to you, the salesperson.
This could leave you thinking, "Where can I add value if they already have the information they need to make a buying decision?"
- Be omnipresent
- Define your typical buyer, where are they?
- Create an active presence in the space where your buyers hangout
- Know what your buyers value
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For more tips and resources, visit our website www.shawncasemore.com
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To effectively sell in a virtual environment it is essential that we embrace technology to support our buyers journey. Take advantage of the benefits of remote selling and think outside the box to create more opportunities to build trust and relationships with potential customers.
- Blending online with offline
- Collaboration
- Use video as much as possible
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For more tips and resources, visit our website www.shawncasemore.com
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Selling in the virtual environment is much different than face-to-face. We need to be cognizant of the differences to be able to sell effectively. We need to embrace the technology beyond a fancy slide deck to create a presentation or sales conversation that converts.
- Be prepared
- Pause and create engagement
- Tone of voice
- Do you know your tech?
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For more tips and resources, visit our website www.shawncasemore.com
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Today's buyers are very informed, often they have already read about and researched the product they are interested before they connect with a salesperson. As a salesperson, you need to focus on adding value by presenting them with educating information that they do not already have.
- The 8 second rule
- How to add value
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For more tips and resources, visit our website www.shawncasemore.com
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As a salesperson, you are bound to get objections when trying to close a sale. Do not be discouraged, objections are an opportunity to respond and better educate the potential client or customer about the product or service. If they did not have any interest they would not give you the opportunity to overcome the objections.
- When you get objections
- Identify the common objections you get
- Have several "well-honed" responses
- Understand the objections you receive
- Move towards the close
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For more tips and resources, visit our website www.shawncasemore.com
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Sometimes you may feel like or your team need to generate more sales, but often what you need to do is accelerate your sales process.
- Review your sales cycle
- What steps can be removed?
- Is there a piece of technology that can help?
- Are all team members following the same system?
- Re-train team members
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For more tips and resources, visit our website www.shawncasemore.com
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If you have a sales job you have likely experienced the uplifting energy you feel when you are having a great day, month or quarter.
You have also likely experienced the difficult days when you struggle to find leads or a big client does not renew.
In this episode Shawn shares his WIN methodology and how to stay motivated even on the difficult days.
What am I going to achieve?
Inspiration
Necessary action
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For more tips and resources, visit our website www.shawncasemore.com
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Is your sales team meeting your expectations?
If not, it may be that they are experiencing "expectation overwhelm."
When you set expectations, you need to follow a three step approach to ensure that your expectations make sense, and employees will adopt them.
Learn these steps and your employees will not only meet your expectations, but give you ideas on other expectations you need to introduce!
For more tips and resources, visit www.shawncasemore.com
www.shawncasemore.com
The concept of Sales Enablement has been around for years, recently popularized by the plethora of software companies vying for your attention.
In reality, there are only three areas you need to consider if you want to enable your sales process and close faster.
Learn what these three areas are, and how to incorporate them into your selling starting right now.
For more tips and resources, visit our website www.shawncasemore.com
www.shawncasemore.com
Forget worrying about having a polished value proposition or USP. Your customers can see through it, and frankly they don't care.
What you need to focus on is how you are different. What makes you different from the competition?
In this episode of the Sell More with Casemore podcast I share insights to help you become crystal clear on what makes you are different, and how this clarity will help you sell more.
For more resources visit us at www.shawncasemore.com
www.shawncasemore.com
Looking for some follow up responses that work?
In this episode of the Sell More With Casemore podcast we take a bit of a different approach.
I share ten different follow up strategies that will help you convert from prospect to customer or client. I even give you the specific language to use with each one.
For more tips or resources, check out my website at www.shawncasemore.com.
www.shawncasemore.com
If you want to close more sales, you'll have to follow up.
Easier said than done, however there are three steps you can take to ensure your follow ups move you closer to making a sale.
In this episode of Sell More With Casemore I share how to use the W3 method for follow up, and how the Double Back method will ensure you get through when a prospect stands you up.
Listen in to learn more, and for additional resources visit our website at www.shawncasemore.com.
www.shawncasemore.com
Sometimes it's exciting to go after the big fish! You know, the big sale, huge project or game-changing contract.
Typically commissions are great, but the confidence boost is enormous.
If this sounds familiar, then listen up! You'd be better to go after a few small fish, rather than just the big fish. Sure small deals can take more time, but their benefits far outweigh any downfalls.
Listen in to learn why this is important, and how to make the switch.
For more information and resources, visit our website at www.shawncasemore.com.
www.shawncasemore.com
If you lead a team of sales professionals, there are a few things you'll want to do on a regular basis to get the most from the team.
In this episode I share a few key strategies that will help you build a stronger team, and ensure they sell more, faster.
For more tips or resources visit our website at www.shawncasemore.com.
www.shawncasemore.com
You've likely heard of EQ or Emotional Intelligence when it comes to leadership. But have you considered the value of EQ when it comes to sales?
Tuning into your own emotions and those of your prospect is one of the most effective ways to build trust, overcome objections and speed up the close.
In this episode I discuss some key strategies you can use to "tune into your prospects" using EQ as your secret sales weapon.
For more information or resources, visit our website at www.shawncasemore.com
www.shawncasemore.com
There is one tool that is more helpful than any other when it comes to selling... No it's not the phone.
The answer might surprise you. Most importantly, its not the tool that counts, but how you use it!
For more resources visit our website at www.shawncasemore.com
www.shawncasemore.com
Selling requires a team. Whether your company is large or small, if you want to generate sales you need everyone rowing in the right direction.
Listen in to learn who should be on the team, and how to get everyone working together in support of your customers.
For more tips or resources, visit us at www.shawncasemore.com
www.shawncasemore.com
The fastest way to more sales is to generate a flood of referrals.
There is often a love/hate relationship with referrals. One moment they come easy (and catch us off guard), the next they seem impossible to obtain.
In this episode of Sell More With Casemore I share some proven strategies to help you get more referrals then you know what to do with... Seriously.
For more tips and resources, visit our website www.shawncasemore.com.
Do you schedule time to keep the deals flowing?
When it comes to prioritizing your time, keeping your pipeline filled second only to prospecting.
In this episode we'll discuss the importance of managing your pipeline closely, and three steps to ensuring you keep your pipeline full!
Listen until the end - tip #3 is the most powerful of them all!
For more tips and resources visit www.shawncasemore.com.
You've likely heard the saying "bad prospects make worse customers."
I've found this isn't always the case. In fact, sometimes even the best prospects can be difficult customers.
The key is in your conversion process. Listen in to learn the three things you need to do in order to ensure all of your customers are good customers.
To learn more about us, visit www.shawncasemore.com.
Are you getting ready to make cold calls?
If you are, great! In my experience most sales professionals however don't prepare as well as they could.
In this episode I walk through the exact tools, tips and strategies you need in order to prepare for (and be!) successful.
To learn more visit www.shawncasemore.com.
Cold calling is not dead. In fact, cold calling is still effective (in 2021!), but not in the way you might think.
At a time when getting your prospect or customers attention is more difficult then ever, cold calling is your easiest way to stand out from the crowd.
In this episode I discuss how to introduce cold calling into your prospecting activities.
To learn more visit www.shawncasemore.com.
Wondering if sales is the right career for you?
Maybe you've been in sales for a while now, and you aren't sure if it's the best career choice?
In this episode of the Sell More With Casemore podcast I'll share a few key questions you'll need to consider if in fact you want a successful life long career in sales.
For more episodes or information, visit www.shawncasemore.com.