Episodes
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Ep.102 | How To Use Video for Prospecting
Sending a video to someone you have not previously connected with generally will not be very effective. Sending a video should be used to warm up a connection or relationship with a prospect. Check out the scenarios in this episode to find out how you can start using video as one of your...
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Ep.101 | How to Email Prospects
Sending cold emails to prospects is still a strategy that works but the success rate is low and can be inefficient. If you are sending email you want to be able to send warm or hot emails to potential buyers with the strategies in this episode. . For more tips and resources, visit our website...
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Ep.100 | Don't Make this LinkedIn Prospecting Mistake
If you are selling B2B and even in some cases, B2C, you need to be active on LinkedIn. It is the space where many of your buyers will be. When it is time to reach out to potential prospects avoid the mistake of putting too much time and effort into your outreach message. . For more tips and...
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Ep.99 | Creating a Powerful Mindset
Most people will fall into one of two categories of having a fixed mindset, or a growth mindset. The mindset you grow and strengthen can make all the difference in your career success and other aspects of your life. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.98 | Accelerate Your Referrals
There are many sources that you can tap into for referrals. The suppliers and companies that support your business, family, friends and your professional network of colleagues can all be great source of referrals. If you want time take your referral game to the next level you need to start asking...
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Ep.97 | How to Stay Motivated and Engaged when Times are Tough
Many sales professionals have found 2024 to be a tough year. If you have been in the sales game for any length of time I am sure you can relate. In this episode I share some things that I have used to stay motivated and engaged even when times have been tough! . For more tips and resources, visit...
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Ep.96 | What are Your Value Assets?
Everyone talks about adding value. The biggest challenge as a sales professional is trying to figure out what is valuable? What is going to be of interest to your prospects? Your prospects are doing a ton of research before they even reach out to you. What we need to do is come up with…
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Ep.95 | Deflections to Objections
Your deep into a meeting with a prospect and you think you are headed towards closing the sale but what you get are not quite objections but a deflection or an obstacle you need to overcome before being able to close. You may start to feel as if you are talking to the wrong person, but don't get...
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Ep.94 | How to Stack the Close
When your going into a meeting where you believe the opportunity exist to close the deal, are you thinking about stacking the close? Having your plan in place of how you are going to close will give you the advantage as you keep serving up your closes throughout the meeting. . For more tips and...
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Ep.93 | Differentiate Yourself From The Competition
When you are dealing with a prospective customer you have to assume that your competition is also reaching out to them. What methods of reaching out are your competition using? What are they doing that you are, or are not doing? You have to be different to stand out. . For more tips and…
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Ep.92 | Closing at Every Step of the Sale
Closing the sale is something you start right from your first interaction with the prospect, but don't think too far ahead. You need to consider closing each section of the sales process before moving on to the next. Every sale you make is a series of closes. . For more tips and resources, visit...
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Ep.91 | How to Overcome Vague Sales Objections
Have you ever received an objection where there is just not enough information for youth know exactly what the problem might be? This is a sign from your customer that you have missed the mark somewhere, you need to dive back in and discover what you may have missed. . For more tips and…
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Ep.90 | When to Walk Away From a Sale
When it comes selling you've got to know when to walk away. Not every prospect is a good prospect. You can use The Rule of Three to help you to determine what action you need to take. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.89 | Cold Calling Still Works
This can be a touchy topic! You will find lots of articles, discussions and even books on cold calling. Does it work? Is it too invasive? Should you still try cold calling to build your network? Try this scenario Phone call are a viable option. . For more tips and resources, visit our website...
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Ep.88 | When to Extend Your Buyer Meeting
There are a few circumstances when it is appropriate to ask for more time to meet with your buyer. The language you use to ask for that extension is important! . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.87 | How Much Time Should You Spend Prospecting?
Sales professionals far too often are spending only 20%-30% off their time on prospecting. They allow themselves to be distracted with internal meetings, research and paperwork. If you want to thrive in sales role you need to dedicate at least 50% of your time to prospecting. . For more tips and...
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Ep.86 | When To Ask Your Buyer About Their Budget
When it comes to making a sale there are times when you need to ask for budget. When and how you ask can make all the difference. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.85 | "Yes, and..." Can Help You Close More Deals
Using language like, "Yes, and..." can really help you to draw the prospect in and keep the conversation moving forward in a positive way. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.84 | The Presentation Trap
Far too often I see sales professionals get stuck in the presentation trap. They are in front of the board of executives, they have a 45 minute presentation and leave 15 minutes for Q&A. Learning from your prospects is the most crucial step, so why leave only 15 minutes at the end of a…
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Ep.83 | "Your Price is Too High..."
You may have heard the phrase "your price is too high". Responding with a clarifying question can help keep the sales meeting moving forward. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.82 | What Your Prospects Think They Know...
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. . For more tips and...
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Ep.81 | Past Prospects are a Gold Mine of Opportunity
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. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.80 | Develop a Daily Sales Mantra
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 . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.79 | Dealing with a Difficult Buyer
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 . For more tips and resources, visit our website...
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Ep.78 | Sell More to Your Existing Customers
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 . For more tips…
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Ep.77 | The Most Critical Component of the Sales Process
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 . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.76 | You're Running Your Sales Meeting Wrong (Has To Be Their Meeting, Not Your's)
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. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.75 | Sales Team Fit Is More Important Than Results (You Can Train Anyone)
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...
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Ep.74 | Your Sales Team Is Leaving. Here’s Why (Stressed Out – And You Aren’t Helping)
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. . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.73 | The Most Important Step To Closing The Deal (Discovery)
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. . For more tips and...
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Ep.72 | Stop Working So Hard To Prospect (Use Dead Leads As New Prospects)
Many sales professionals are spending multiple hours every week trying to find new leads! Finding new leads is great but what about the dozens or even hundreds of dead leads you already have on your list? You need to stay in touch! . For more tips and resources, visit our website...
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Ep.71 | Strategic Selling Requires Less Thought (Action Trumps Thinking Every Time)
Maybe you are selling something that is highly capital intensive. Maybe you are selling something that is in a niche market. Having a strategy to approach those companies or markets makes sense but, do not get caught in the weeds and spend hours and hours doing research before you pick up the…
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Ep.70 | We’re Experiencing Longer Than Normal Wait Times (Responsiveness is Your Comp Adv)
Your competitive advantage can be built on your responsiveness. In todays environment almost anywhere you call you will hear “we are experiencing large call volume,” or “longer than expected wait times”. When your customers or potential customers are looking for you, you need to be there! . For...
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Ep.69 | Building Your Unstoppable Sales Machine | Part 2 - Research, Relationships and Referrals with Your New Buyers
The Sales profession is evolving and will continue to evolve. As sales professionals, leaders and organizations we need to be evolving too. You may be seeing that the age of your buyer is become younger as the Millennials come into the marketplace and the Baby Boomers move out. If this is true in...
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Ep.68 | Building Your Unstoppable Sales Machine | Part 1 - Considerations for Moving Forward in Today's Market
As you look to move forward in today's market we want to ensure you are creating the processes, methods and behaviours that will allow us to generate consistent sales. Think about marketing and sales as one effort Approaching buyers Build a pipeline of intel Adjust your growth strategy Hybrid...
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Ep.67 | Why You Need An Unstoppable Sales Machine
If you find yourself in the position of having lots of sales and not enough resources to fulfill or service the sales now is not the time to sit back and allow things to settle down. What you do need is to have a system of how you can increase and decrease the flow of your sales as needed. Has…
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Ep.66 | 4 Steps to Avoid Burnout in Sales
Across the globe the pandemic has led to many who are in sales positions to feel burnt out. We need to take steps toward designing our day so that we are productive not just busy and in balance so we do not burnout. How are you spending your time? Reduce time spent on Non-revenue generating...
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Ep.65 | 3 Steps to Close Sales Faster
The economy is beginning to shift, you may have noticed some clients holding off or holding back on expenditures until they get a better feel as to what the future of the economy will be. You can implement these strategies for closing deals faster. 3 questions to ask in the discovery session A...
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Ep.64 | How To Stop The Limiting Beliefs That Are Holding You Back
Sometimes we believe things about ourselves that is not proven to be true. Often we saddle ourselves with anxiety or start to doubt our value because of the stories we tell ourselves. It is rarely ever as bad as we think and we can almost always find a solution. Unexpected situations Taking…
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Ep.63 | Insights From The Unstoppable Sales Machine Book
This book was written in the later half of 2021 and early 2022 so the insights provided are current and you can put the tools and tactics to work today to sell in the current environment. How to sell more in a down economy Review your accounts What are your competitors doing? New business...
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Ep.62 | Selling in Today's Economy
Over the past 2 years there has been peaks, valleys and significant challenges to overcome for many business and now some industries are slowing down because of the talk of a possible recession on the horizon. If you’re in sales, you may feel like you need to be buckling in and getting ready for...
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Ep.61 | Focusing Your Time and Attention in Sales
Selling is an activity. If you want to be good in sales you have to be good at executing activities consistently. Staying in touch with the market Collecting intelligence Focus on the customer How can you re-position?
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Ep.60 | How Successful Sales Professionals Take Vacations
There are some challenges when you are a sales professional and you plan on taking vacation. Typically one of two things happen, you either have to monitor your emails and have your phone on you at all times or you completely disengage. Both of these scenarios can have downfalls. If you want to...
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Ep.59 | The One Thing That Is Holding You Back
Your mind is a powerful tool that you can utilize in any area of your personal or professional life and this is especially true in a professional sales position. Pain is in the mind Using "triggers" for positive actions . For more tips and resources, visit our website www.shawncasemore.com .
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Ep.58 | Mastering the Assumptive Close
Often we see that there are two camps when it comes to closing the sale. The first camp keeps presenting information, features and benefits until the buyer says they are ready to buy. The second, tries to close the sale throughout the conversation using several different closing techniques. Both...
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Ep.57 | Bringing Sales and Marketing Together
Marketing efforts within small businesses, medium sized organizations and large coroprations vary greatly from one salesperson and a third-party contractor hired to head the marketing effort to having a full marketing team, contractors as well as a large international sales force. Regardless of…
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Ep.56 | Understanding What Your Buyers Value
Our attention spans are broken, and if you're selling in this environment you need to focus in value, but what is that? How each buyer defines value can be very different. Ask what information would be helpful What are your competitors doing? 5 levels of value Informative value Fundamental value...
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Ep.55 | How to Get In Front of Busy Buyers
It can be difficult to get a buyers attention. People are distracted, working at home, having back-to-back-to-back Zoom meetings and the list goes on! You need to have something of value to say and use a system you can repeat. Create a BAT What does your buyer value Making connections Make it...
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Ep.54 | When to Use Zoom in Sales
When it comes to selling, at what point should you be moving into a virtual conversation as opposed to having an in-person face-to-face meeting? Is what you are selling commoditized? Is your product or service complex? Strategies for virtual meetings . For more tips and resources, visit our…
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Ep.53 | How to Close a Difficult Buyer
We have all had experience with a difficult buyer. They may be hard to contact, have tons of questions, push back on everything you offer or are ghosting you. No matter the reason it feels difficult to get them to move forward there are closing strategies that work. Not everyone is like you The...
About this show
A show dedicated to helping sales executives and professionals sell more, while working less. We share "what's working now" strategies, have special guests and even the odd rant. You won't want to miss a single episode!
Hosted by
Shawn Casemore
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