Customer Experience Expert
Shawn Casemore is an expert in customer experience, sales and leadership. Preparing organizations, their leaders and their teams for breakthrough growth and performance.
A recognized thought leader, Shawn’s prolific publishing includes over 1000 articles in publications such as Entrepreneur Magazine, INC Magazine, Fast Company, and Industry Week to name a few.
His latest book, The Unstoppable Sales Machine (2022) is a terrific guide to expert sales strategies and success.
TOPICS
Disruptive Selling: Strategies to Win More Business in Today’s Economy
Format of the program: 45-90 minute LIVE or VIRTUAL keynote or breakout session.
Audience takeaways include:
- Using disruption as a key sales strategy in today’s new economy
- The best methods to disrupt different types of buyers
- A game plan to shift from chasing leads to attracting your ideal buyers
- The motivation to collaborate with the entire team in support of today’s buyers
Program description:
Getting the attention of today’s buyer is becoming increasingly difficult. Most sales professionals attempt to overcome by repeatedly reaching out with the same message. No surprise their results often lead to annoying, rather than engaging their buyer. In this talk, I share proven steps to attract your ideal buyers using disruption, allowing you to stand out amongst the competition.
Learning outcomes:
- Recognize why disruption is the only way to attract buyers in today’s economy.
- Identify key disrupters to reach, and connect with today’s prospects
- Understand and apply the five-step selling disruption process.
- The right kind of value to share that compliments disruption and converts buyers.
- How disruption leads to higher customer or client retention.
Keep More Profit: How to Avoid Discounting and Maintain Your Profits
Format of the program: 45-90 minute LIVE or VIRTUAL keynote or breakout session.
Audience takeaways include:
- Recognize the challenges in making a complex sale.
- Learn how to add and deliver value that stands out amongst your competition.
- Develop a plan to sell that predicts objections and remains focused on your objectives.
- Avoid discounting and erosion of margins.
Program description:
Sales professionals selling complex solutions often lose focus when attempting to close a sale. Objections, questions, and pushback throw them off their game, forcing many to resort to a simple close using discounts or mark downs. Although these options may work in the interim, they hurt profit margins, reduce commissions, and create unrealistic expectations for buyers. In this talk we discuss strategies to avoid discounts and markdowns all together.
Learning outcomes:
- How to completely avoid negotiating based on price.
- Selling using the R.U.S.H. Value Model.
- Flushing out and countering objections (before they surprise you!)
- Dealing with decision-makers versus decision-committees.
- Formulating “YATNA: Your Alternative to a Negotiated Agreement.”
- Pouring Cement on the sale (before your buyer has a chance to change their mind).
Resourceful Selling: Adopting Habitual Behaviors that Ensure Sales Success
Format of the program: 45-90 minute LIVE or VIRTUAL keynote or breakout session
Audience takeaways include:
- Realize the fundamental habits needed for selling in today’s economy.
- Recognize how to re-program ourselves to achieve your sales goals.
- Discover how to minimize distractions and amplify your personal productivity.
- Understand how tiny shifts in our behavior can ensure we always remain focused and motivated.
Program description:
High-performing business leaders, sales professionals, and entrepreneurs have mastered something that most others haven’t; they adopt habitual behaviours that ensure their ongoing success. Sales is about activity, however, the distractions and interruptions that can occur often force many to abandon behaviours that can lead to success. In this inspiring talk, we discuss the proven behaviours that high-performing individuals use to accelerate their success and realize their biggest goals.
Learning outcomes:
- Understand the simple behaviours that have the greatest influence on our success.
- Unlock techniques to minimize distractions and allow for laser-like focus
- Build your boundaries to ensure that you can achieve the highest levels of productivity.
- Re-program your behaviour set for optimum performance.
- Build a circle of support to ensure you sustain the right behaviours for the long term.
Pipeline Acceleration: Prospecting and Connecting with Today’s Busy Buyers
Format of the program: 45-90 minute LIVE or VIRTUAL keynote or breakout session
Audience takeaways include:
- Recognize the right mindset for successful prospecting in today’s economy.
- Realize the best strategies to connect with busy and distracted buyers.
- Discover how to omnipresence is a necessary strategy to make powerful connections.
- Understand how having the right prospecting strategy can maximize your productivity and results.
Program description:
Today’s busy buyers are bombarded with sales messages, most of which turn them off. Prospecting successfully today is a combination of mindset, message, and maximum value. Using this approach sales professionals can connect with more buyers in less time, all while building stronger connections. In this talk we uncover the secrets to prospecting that generate more qualified buyers, faster, helping to build a strong pipeline of expanding sales opportunities.
Learning outcomes:
- The right mindset for prospecting in today’s economy.
- How to disrupt buyers’ expectations with powerful messages that get their attention.
- Developing an omnipresence that accelerates trust and conversion.
- Designing your M3 (mindset, message, maximum value) approach for your target market.
- Managing your time and targeting to increase lead quality and volume.
What’s Next? Selling Amidst Supply Chain and Staffing Challenges
To say we’re facing unprecedented times would be an understatement. Supply Chain delays, staffing vacancies and rising costs are leading many companies to pull back on their sales efforts. This is the wrong approach. Rather than pulling back, companies should be accelerating their efforts. Times of inflation and contraction are always followed by growth, and accelerating sales efforts today will result in increased market share tomorrow. In this talk we explore todays’ market challenges and how successful companies are selling differently to position them for the boom that is to come.
Learning Outcomes:
- Understand where the economy heading in the next 12 – 24 months.
- Recognizing how buyer behaviors are evolving and how to prepare.
- Uncovering the key factors to help you sell more in tomorrow’s economy.
- Capitalize on your existing sales talent as they become increasingly difficult to find.
