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Articles from Cheryl Clausen | Selfgrowth.com
- Insurance Sales: Are You Winning The Sale before The Sale? - by Submitted on Nov 12, 2007 from Cheryl ClausenIsn't it true that before you can ever sell anyone anything you have to sell them on having an appointment? Do you find it challenging to fill your appointment book? Wouldn’t you like to hold appointments each week with people who are genuinely interested in doing business with you? ...
Views: 632 - Sales and Selling Technique: Who’s Listening? - by Submitted on Aug 19, 2007 from Cheryl ClausenListening is one of the most important sales and selling techniques you can have. Many of you think you’re listening, but you’re not. I can’t tell you how many clients have told me they are really good listeners, but it was obvious to me and everyone else that they aren’t. How often do you ...
Views: 631 - Insurance Sales Success: Reason Number 19 You Can't Sell - by Submitted on Sep 27, 2007 from Cheryl ClausenYou’re trying to succeed by being someone else? In your training you were probably given or mandated to follow a sales system. The problem is you don’t feel comfortable doing a lot of the things you’re required to do as part of the system. Because you don’t feel ...
Views: 630 - Success & Personal Growth: Know When To Walk - by Submitted on Sep 19, 2007 from Cheryl ClausenKnowing when to walk is part of personal growth and success. Sometimes you’re just so eager you’re willing to do anything to take a step forward. The problem is when you’re in that situation when you think you’re stepping forward you’re really stepping backward. Success always come through ...
Views: 630 - You Can't Sell Insurance To People Who Don't Want To Be Sold To - by Submitted on Nov 19, 2007 from Cheryl ClausenYet, you waste a ton of time and energy trying to do just that. When you could be selling a whole lot more insurance, and doing a whole lot less work if you just knew how. Instead of trying to convince a suspect, only focus your efforts on people who’ve already decided they want what you ...
Views: 630 - Insurance Sales Success: Reason 4 You Can't Sell - by Submitted on Sep 05, 2007 from Cheryl ClausenYour own fear has a strangle hold on you, and it’s keeping you from insurance sales success. Fear isn’t a logical response it’s an emotional response, and emotional responses have very little if any logic to support them. You’re afraid: to focus on a target market, to ...
Views: 629 - Insurance Sales Success: Reason Number 1 You Can't Sell - by Submitted on Sep 02, 2007 from Cheryl ClausenYou think your failures and lack of success is someone else’s fault. Ok: your sales manager’s a jerk, the underwriters just ruined a perfectly good product, no one is providing you with good marketing materials, everybody already has an agent, you haven’t got a great presentation or all the ...
Views: 628 - Sales Training Program: You Got the Appointment, Now What? - by Submitted on Aug 08, 2007 from Cheryl ClausenAll too often getting the appointment is the crescendo of your sales training program and then things fall a little flat after that. Getting the appointment is just the entry to begin the sales process. It’s what you do during and after the appointment that determines the sale. In many cases, ...
Views: 628 - Insurance Marketing: Finding it Hard to Pick Up the Phone? - by Submitted on Sep 22, 2007 from Cheryl ClausenTired of dialing for dollars and being told it’s just a numbers game? If you’re currently just making phone calls off a list and are tired of getting abysmal results stop doing that, and start working smarter rather than harder. First, only call people that you’ve specifically targeted and ...
Views: 627 - Time Management Tip: What Outcome Do You Want from Your Time? - by Submitted on Sep 01, 2007 from Cheryl ClausenThis time management tip focuses on the outcome first and then the details. What is the ultimate outcome you want to achieve from your day? If you were to achieve even just that one outcome would it make today a success? What would prevent you from achieving that outcome today? How could you ...
Views: 626 - You Can't Excuse Your Way To Success: Law of Success - by Submitted on Oct 17, 2007 from Cheryl ClausenThere are 3 habits you have to have to succeed. And the negative of these 3 habits will lead to your failure every time. If you make excuses for yourself, if you don’t proactively work to develop yourself, and if you hang around negative and/or unethical people you will fail at anything ...
Views: 625 - Time Management Training: You'll Never Have Free Time if You Think Your Time is Free - by Submitted on Aug 01, 2007 from Cheryl ClausenIt doesn’t matter how much time management training you’ve had, until you recognize that time is never free, you will always fight the time management battle. When you think your time is free you give it freely. You don’t recognize that time is an extremely valuable resource that can’t be ...
Views: 624 - Translating Concepts Into Actions For Insurance Sales Success - by Submitted on Nov 08, 2007 from Cheryl ClausenWhen you begin to learn how to sell you’re learning at a conceptual level. Everything you read and hear sounds pretty good. After all it has worked for other people it should work for you, right? Well, yes and no. Yes, it has worked for other people. But you aren’t other ...
Views: 624 - Career Sales Training: Where Are All The Opportunities? - by Submitted on Sep 19, 2007 from Cheryl ClausenYou pass up more opportunities each day than you could ever handle. Anyone who wants to be a top producer knows there are two aspects to sales success you need to succeed. First, you have to recognize opportunities others overlook. Second, you need to understand the opportunity well enough ...
Views: 623 - Insurance Sales: If You Can't Reduce Their Risk You Can't Earn the Sale - by Submitted on Oct 31, 2007 from Cheryl ClausenWhy don't prospects buy? It's no secret they don't buy because they feel buying is too risky. And they have a very valid concern. With the wrong decision they can get locked into products that are completely wrong for them and too costly to walk away from. It’s your job to ...
Views: 622 - Sales and Marketing Plan: You Just Need to Run Some Ads so People Will Know Who You Are - by Submitted on Jul 28, 2007 from Cheryl ClausenIf you believe that line your sales and marketing plan is headed for zero results. Here’s why most ads don’t work: people don’t read ads, you have your picture in the ad and no one cares, your ad doesn’t say anything that interests your potential readers, and your ad doesn’t have a valid reason ...
Views: 622 - Do You Have The Enthusiasm Of A Top Producer? - by Submitted on Nov 28, 2007 from Cheryl ClausenI don't mean the hyper-active jumping up and down talking too much enthusiasm of a person who lacks self-control. I do mean your energy and the way you control that energy, and how it's conveyed to potential buyers. It’s been said many times and it’s still true that the first ...
Views: 620 - Sales Training Program: Want Referrals? - by Submitted on Aug 03, 2007 from Cheryl ClausenIn your sales training program have you been told that if you want more referrals you just have to ask? If you’ve been asking you may have experienced some problems with just asking, such as: the people you’re asking don’t really feel comfortable referring you, the people your asking are at a ...
Views: 620 - Time Management Technique for Agents and Advisors: The Chaos Comes from How You Store Your Details - by Submitted on Sep 03, 2007 from Cheryl ClausenThis time management technique will help successful agents and advisors to control the chaos, and not so successful agents and advisors to be more successful. You have two levels of details that you need to track in your business. You have the action level related to all the activities ...
Views: 619 - Career Sales Training: You Receive What You Believe - by Submitted on Aug 24, 2007 from Cheryl ClausenWhat beliefs are you holding, that are holding you back in your career sales training? Mr. and Mrs. Claus are found dead on the floor. They are found in a locked room. On the floor is broken glass and water. There is an open window and a table in the room. How did Mr. and Mrs. Claus die? ...
Views: 618 - Time Management Technique: Focus on What You're Doing - by Submitted on Aug 15, 2007 from Cheryl ClausenFocus is a great time management technique. Many of you like to think you can multi-task ,and women are purportedly supposed to be good at it, but the truth is no one is good at it. Let me explain what I mean by multi-tasking. Multi-tasking isn’t planning ahead and recognizing that if you ...
Views: 618 - When Something Has To Change It's Up To You To Create That Change - by Submitted on Oct 12, 2007 from Cheryl ClausenWhen customer retention is falling or returns and cancellations are increasing it doesn't take a genius to determine something is terribly wrong. The exact reason(s) these bad things are happening may be related to actions taken by someone other than you. It really doesn’t even matter ...
Views: 618 - Insurance Marketing: Just Because Everyone Is Doing It Doesn't Mean It Works - by Submitted on Dec 07, 2007 from Cheryl ClausenAre you trying to attract clients the same way everyone else is trying to attract clients? Are you using traditional marketing and wondering why it isn't working? Traditional marketing and also run marketing just aren’t worth your time and efforts because there is very little likelihood ...
Views: 615 - Success Strategy for Agents and Advisors: Turn Your Current Pain into Tomorrows Success - by Submitted on Sep 03, 2007 from Cheryl ClausenYou didn’t choose an easy business. The fact that you’re still in the business makes you not only a survivor, but a person who understands success. Yet, each day you’re faced with temporary defeats that if you allowed them to could rob you of your success. Hopefully, you also understand your ...
Views: 614 - Sales Training Program: Is Buying Today the Only Option? - by Submitted on Aug 03, 2007 from Cheryl ClausenIs your sales training program helping you to be a proactive seller or a reactive seller? A reactive seller isn’t really prepared for, not now. Consequently when a reactive seller is faced with buyer resistance or objections they aren’t prepared to develop a positive alternative for the ...
Views: 613 - Sales and Marketing Strategy: What's New? - by Submitted on Aug 27, 2007 from Cheryl ClausenNew information is an essential part of your sales and marketing strategy. What new information are you looking for? You should be looking for new information: to improve your own marketing and sales skills, about your product or service, about what’s going on in the world, and information ...
Views: 612 - Time Management and Stress: You Have the Power to Ease the Stress - by Submitted on Aug 17, 2007 from Cheryl ClausenPoor time management is a frequent cause of stress. Inefficient time management can result in: embarrassment, anxiety, worry, feelings of inadequacy, anger, fear, depression, and even sadness. The bottom line is the only person who can change that for you, is you. You are the only person who ...
Views: 612 - Insurance Sales Success: Reason Number 5 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou don’t know how to gain the interest of your prospects. You use marketing to effectively gain the interest of your prospects so they reach out to you wanting to know more about how you can help them. You can use the shot gun approach to marketing which is what the average agent ...
Views: 611 - Time Management Technique: Can You Truly Get an ROI from Your Time? - by Submitted on Aug 25, 2007 from Cheryl ClausenThis time management technique is focused on getting the most from your most productive time. You spend your time either doing things that are important, interesting, or useful; or doing the things you have to do whether you want to do them or not. You only spend time on the things you want to ...
Views: 611 - Sales Techniques: Does It Make Sense To Keep Doing What Isn't Working? - by Submitted on Nov 09, 2007 from Cheryl ClausenPersistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you’ll eventually get what you ...
Views: 610 - Insurance Sales Success: Reason 3 You Can’t Sell - by Submitted on Sep 04, 2007 from Cheryl ClausenYou think you need a killer presentation and it’s killing your insurance sales success. Your insurance sales success is never about a “presentation”. The only person a presentation is helping is you. You may be using it as a crutch so you don’t forget anything, and so you have something to ...
Views: 607 - Insurance Sales Success: Building Champions - by Submitted on Aug 13, 2007 from Cheryl ClausenYour insurance sales manager is on a mission to build champions. Make sure his or her mission is in your best interests. It’s not uncommon for insurance agents to be forced into master mind groups. I say forced because your attendance and participation is mandatory. Master minding can be an ...
Views: 604 - Insurance Sales: If You have To Cold Call - by Submitted on Nov 19, 2007 from Cheryl ClausenCold calling would never be my first recommendation for success, but there are times when you may have no alternative. So, why not learn how to do it well if you have to do it anyway. There are a few simple things you can do to do it better and have greater success. If ...
Views: 604 - Are Your Insurance Sales Hot Like A Bowl Of Chili? - by Submitted on Nov 26, 2007 from Cheryl ClausenIf your sales aren't hot you may be frustrated and confused. You know the sales and marketing systems you're using are working for others, but they aren't working for you. How or why can that be? Because you’re reading this article I’m pretty confident that you have at ...
Views: 601 - Insurance Sales Success: Do You Form Life-Long Relationships? - by Submitted on Aug 23, 2007 from Cheryl ClausenInsurance sales success is a real challenge that few can achieve. Why is it so hard, and how can you make it easier for you? Insurance sales success is so hard because you’re asking people to make decisions to avoid a pain that might not happen, and they don’t want to think about, and that ...
Views: 600 - Career Sales Training: What Are You Willing To Risk To Succeed? - by Submitted on Sep 25, 2007 from Cheryl ClausenTop producer’s don’t become top producers by being “also rans” in the business. Sales is risky business, and if you want to succeed you need to be willing to take some risks. Now I’m not talking about willy-nilly risks or life threatening risks I’m talking ...
Views: 597 - Success and Personal Growth: Do You Know Your Purpose? - by Submitted on Aug 27, 2007 from Cheryl ClausenYour purpose is an important part of your success and personal growth. The odd thing is that some people seem to think that they need someone to tell them their purpose, or someone to help them discover their purpose. Your purpose isn’t some hidden secret that you have to uncover. It isn’t ...
Views: 597 - Insurance Sales: If You're in the Commodity Business Get Out! - by Submitted on Nov 05, 2007 from Cheryl ClausenThere's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that’s exactly what you’re doing when you offer to quote someone insurance. ...
Views: 596 - Sales Techniques: You Aren't Born Creative You Become Creative - by Submitted on Oct 29, 2007 from Cheryl ClausenYou probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought ...
Views: 595 - Insurance Sales: The Solution To Turning Objections Into Sales - by Submitted on Oct 26, 2007 from Cheryl ClausenAre you tired of hearing "no" and "not now" when the answer should be "yes"? Accept responsibility and start getting "yes". There are three reasons you’re being told “no” and “not now” when the answer should be “yes”. The first reason is ...
Views: 592 - Insurance Sales Success: Do You Really Want the Price Shoppers? - by Submitted on Aug 07, 2007 from Cheryl ClausenI can’t count the number of offers I get from desperate insurance agents offering a free insurance review. What’s the objective of these offers? To get an appointment and then beat the other guys price, right? What on earth are you thinking? Do you really want to deal with price shoppers? ...
Views: 585 - Whose Future Are We Talking About? - by Submitted on Oct 11, 2007 from Cheryl ClausenYou became a financial advisor because you wanted to help people, but you aren't getting enough people to help. Now you find that you're struggling to get appointments and sales are few and far between. You know people need what you have and that you can really help them. So, what’s ...
Views: 581 - Insurance Sales: But They Told Me They Wanted It! - by Submitted on Nov 29, 2007 from Cheryl ClausenHas a prospect ever told you they wanted to buy, and then changed their mind? Or they bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. Were you left wondering how that could happen when they seemed so excited and on board? If ...
Views: 579 - Sales Techniques: Are You Following-up? - by Submitted on Nov 28, 2007 from Cheryl ClausenThe ugly truth is that most salespeople have poor or non-existent follow-up. And you have all kinds of excuses for why you don't do it. Let’s take a look at them, and you’ll begin to understand that a lot of your sales struggles are the result of your behaviors rather than your ...
Views: 579 - Insurance Agents & Financial Advisors: Wealth Building is not Directly Proportional to Effort Exerted - by Submitted on Sep 26, 2007 from Cheryl ClausenThere are two ways to make it in this business, the hard way and the smart way. Most agent’s think if they just work hard enough and pay their dues they’ll make it. Yet the statistics prove that’s far from the truth. Working yourself to death doesn’t get you wealth. ...
Views: 575 - Insurance Sales: I Know Just What You Need - by Submitted on Dec 03, 2007 from Cheryl ClausenHow many times have you met with a prospect, heard what they said, and then offered a solution only to be told “no”? More often than not, right? Well you may be causing yourself to get a “no” when you should be getting a “yes”. Of course, you ...
Views: 573 - Insurance Sales Success: Number 2 Reason You Can’t Sell - by Submitted on Sep 03, 2007 from Cheryl ClausenThe second reason you can’t sell is because you don’t understand why your prospects don’t want what you have. You have exactly what they need it’s as plain as day yet they just don’t get it. How can that be? Are they just stupid or lazy or what? None of the above, you are approaching things ...
Views: 571 - You Can Tell Who Will Succeed Based On Their Speed of Implementation - by Submitted on Nov 14, 2007 from Cheryl ClausenSuccessful people immediately take action to implement their plans and ideas. In contrast, unsuccessful people rarely ever implement anything they learn. They get caught in the learning and analysis trap and can’t move forward and take action. Plus unsuccessful people don’t ...
Views: 568 - Insurance Sales Success: Reason Number 13 You Can’t Sell - by Submitted on Sep 17, 2007 from Cheryl ClausenYou don’t set appointments for the right reason. The only reason to set an appointment with a prospect is to explore how you can do business together. Yet, many of you are setting appointments for any reason you can think of because you think if you can at least get them to meet with you at ...
Views: 567 - Removing The No's And Not Now's That Are Keeping You from Insurance Sales Success - by Submitted on Oct 17, 2007 from Cheryl ClausenPeople buy based on emotion, but you have to provide them with the logic to explain their emotional decision. Expecting the buyer to do it for you isn't a good plan. If you’ve done your job right you’ve gotten the appointment with a qualified prospect. You’ve uncovered what ...
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