Sell More with Casemore Podcast

Sending a video to someone you have not previously connected with generally will not be very effective. Sending a video should be used to warm up a connection or relationship with a prospect. Check out the scenarios in this episode to find out how you can start using video as one of your prospecting tools.   . For more tips and resources, visit our website www.shawncasemore.com .

Sending cold emails to prospects is still a strategy that works but the success rate is low and can be inefficient. If you are sending email you want to be able to send warm or hot emails to potential buyers with the strategies in this episode.  . For more tips and resources, visit our website www.shawncasemore.com .

If you are selling B2B and even in some cases, B2C, you need to be active on LinkedIn. It is the space where many of your buyers will be. When it is time to reach out to potential prospects avoid the mistake of putting too much time and effort into your outreach message. . For more tips and resources, visit our website www.shawncasemore.com .

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.  . For more tips and resources, visit our website www.shawncasemore.com .

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.  . For more tips and resources, visit our website www.shawncas...

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! . For more tips and resources, visit our website www.shawncasemore.com .

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...

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.   . F...

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.   . For more tips and resources, visit our website www.shawncasemore.com .

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.   . For more tips and resources, visit our website www.shawncasemore.com .

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.   . For more tips and resources, visit our website www.shawncasemore.com .

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. . For more tips and resources, visit our website www.shawncasemore.com .

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 .

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 .

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 .

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 .

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, visit our website www.shawncasemore.com .

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 .

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 .

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 .

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 .