Sell More with Casemore Podcast

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?   . For more tips and resources, visit our webs...

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 pr...

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     . For more ti...

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...

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 website www.shawncasemore.com .

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 resources, visit our website www.shawncasemore....

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 resources, visit our website www.shawncasemore.com .

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 .

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 tips and resources, visit our website www.shawnca...

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 . For more tips and resources, visit our webs...

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 p...

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

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

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? . For more tips and resources,...

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

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 . For...

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 . For mo...

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

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

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

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

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 . For more tips and...