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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