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

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

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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

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

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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
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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

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

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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

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

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You may have had great success reaching prospects and closing sales in the pass over the phone or through email, and now it is not  working well. Sometimes you need to go back to the toolbox and choose a different tool that will allow you to reach your desired outcome. 

• Calling strategy
• Texting strategy
• Whats App Strategy
• Video messages

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

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The one thing that most sales professionals do not do is ask for the sale. They have found the lead, presented to them, created report, overcame objections...but then they do not ask for the sale. 

• Fear of failure
• Prompt the buyer
• Have a conversation - build the relationship
• Pick up the phone

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

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Many sales professionals are missing out on sales because they have not focused on the fundamental things they need to do to sell virtually. 

The tips in this podcast will support your sales efforts when you are selling in the face-to-face virtual environment. 

• Know the technology you need to use
• Do not turn your camera off
• Don't be in the dark, get good lighting!
• Do not read your slides
• Do not speed through your presentation
• Do not be afraid to ask for feedback so you can make adjustments

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

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Todays buyers have researched, read reviews and educated themselves on products or services they are going to engage with long before they talk to you, the salesperson. 

This could leave you thinking, "Where can I add value if they already have the information they need to make a buying decision?"

• Be omnipresent
• Define your typical buyer, where are they?
• Create an active presence in the space where your buyers hangout
• Know what your buyers value

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

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To effectively sell in a virtual environment it is essential that we embrace technology to support our buyers journey. Take advantage of the benefits of remote selling and think outside the box to create more opportunities to build trust and relationships with potential customers. 

• Email
• Blending online with offline
• Collaboration 
• Use video as much as possible

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

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