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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