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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