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.

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

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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. 

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

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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!

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

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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. 

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

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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.

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

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Using language like, "Yes, and..." can really help you to draw the prospect in and keep the conversation moving forward in a positive way. 

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

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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 presentation to try to do that.

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

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You may have heard the phrase "your price is too high". Responding with a clarifying question can help keep the sales meeting moving forward. 

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

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