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Articles by Cheryl A. Clausen

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By Cheryl A. ClausenSep 27, 20071 topic

Time Management Technique: Chunk, Block & Tackle

If you have projects and clutter that are so overwhelming you just can’t bring yourself to even start them, this time management technique is for you. Does your office or garage look like the city dump with heaping piles of both good and useless stuff everywhere? This is an example of out of control clutter. All that clutter and unnecessary stuff is cluttering your mind so you can’t function like you could if you had an organized environment to work in. Now I know

Primary topic: Time Management

Time Management

5,286 views

By Cheryl A. ClausenOct 26, 20071 topic

Success: You Can't Succeed If You Can't Make A Decision

Do you procrastinate? Does it seem like everything you try ends in failure? There’s a simple explanation for this. You can’t make a decision. And because you can’t make a decision you can’t succeed. n n Develop the habit of making decisions quickly. You think it’s hard to make decisions. The reason you find it so hard to make decisions is because you place too much focus on information over the facts, and you don’t have a clear plan for wha

Primary topic: Success Principles

Success Principles

5,127 views

By Cheryl A. ClausenSep 22, 20071 topic

Time Management Tip: What Type of Learner are You?

You may be wondering how there can be a correlation between how you like to learn and a time management tip, but there is. The way you learn is also the way you like to process information. When you can get information in the format you like to learn in, you can save yourself time and make things easier for you. So think back to when you were in school. Was it easier for you to learn when you could see things like a map, table, or diagram (visual learner)? Were you able to le

Primary topic: Time Management

Time Management

4,803 views

By Cheryl A. ClausenAug 14, 20071 topic

Law of Success: Integrity

Are you in integrity with yourself? Each day as you live your life you have internal conversation that only you know about all day long. When you tell yourself that youâre going to do something and you do, you stay in integrity with yourself. Staying in integrity with yourself is essential to the Laws of Success. n n How do you fall out of integrity with yourself? When you make a commitment to yourself to do something and you donât you are out of integrity with yourself.

Primary topic: Success Principles

Success Principles

866 views3/5 (1)

By Cheryl A. ClausenOct 10, 20071 topic

3 Steps To Increase Your Insurance Sales Results

You can get better results than you are now. All it takes is three simple steps leading to better actions. You have a sales plan now, right? But if you aren’t getting the results you want there is something wrong with your plan that is keeping you from getting what you want. n n If you don’t have a sales plan for insurance sales success, now is the time to develop one. A sales plan is more that the mission you have for yourself over the next year. A sales plan sho

Primary topic: Sales Training

3,735 views

By Cheryl A. ClausenNov 2, 20071 topic

Sales Techniques: Do You have a Strategic Sales Action Plan?

Do you want to shake up your sales results? It's time to rethink you're approach and come up with a plan that will produce results. A strategic sales action plan provides an implementable quantifiable path to significantly improve your results. n n Let’s begin by identifying the key elements of a strategic sales action plan. The key elements of your strategic sales action plan include: the value you provide, your unique market position, your marketing plan, your sales p

Primary topic: Sales Training

3,608 views

By Cheryl A. ClausenAug 27, 20071 topic

Effective Time Management Skill: Are You a Waffler?

Effective time management skills start with decisions. Do you have trouble making decisions? Do you make decisions by not making decisions? After you make decisions you do change your mind? If this sounds like you, you may be a waffler. Waffling is a time management killer. n n Why is it so hard for you to make decisions? The reason itâs so hard for you to make a decision is that you never know if youâre making the right decision. You donât know if youâre making the r

Primary topic: Time Management

Time Management

2,433 views

By Cheryl A. ClausenFeb 12, 20081 topic

Consultative Selling: Persuasion Not Manipulation

Do you wonder how you can be more persuasive? If you’ve ever experienced a top salesperson you recognize that these folks are very persuasive, but never manipulative. Many salespeople try to be persuasive, but end up being manipulative and don’t earn many sales. n n One of the biggest mistakes you make is thinking that persuasion is about telling the prospect. Persuasion has little to do with telling, and everything to do with asking. And the reason this is true i

Primary topic: Sales Training

2,331 views

By Cheryl A. ClausenDec 7, 20071 topic

Insurance Sales: Discovery Or Interrogation

You understand that questions are a critical part of the sales process. Yet, questions aren't producing the results you want. That’s because the way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect. n n Questions serve as a means to establish rapport with the prospect. Through questions you can put the prospect at ease, get them to open up to you, and feel comfortable with you. To make that happen though your questio

Primary topic: Sales Training

2,121 views

By Cheryl A. ClausenAug 29, 20071 topic

Personal Time Management: Are You Focused on being Effective?

Is your personal time management efficiency driven or effectiveness driven? Efficiency comes from doing things right the first time. The adage goes, if you donât have time to do it right the first time when will you ever have time to do it right the second time. Perhaps the real question is, âshould you be doing it at allâ? n n Donât confuse activity with results in your personal time management. For example, a sales person could spend the day getting all their client

Primary topic: Time Management

Time Management

1,638 views

By Cheryl A. ClausenJan 28, 20081 topic

Professional Sales Coaching: 5 Hidden Objections

You “hear” objections on a daily basis. The problem is the objections you “hear” are rarely the real objections that are preventing prospects from buying your solution. When you understand the five hidden objections you can proactively remove them. n n The 5 hidden objections are based on human frailties: n Resistance to changen Lack of focusn Selective listeningn Assumptionsn Negative attitudes nn No matter what the prospect tells you one of these is

Primary topic: Sales Training

1,475 views

By Cheryl A. ClausenSep 7, 20071 topic

Success and Personal Growth: Refuse to Accept Defeat

Learning that everything is a potential opportunity requires personal growth that leads to success. When things don’t go the way you want them to, or how you planned it’s easy to hang your head in defeat. But you can’t actually ever be defeated if you refuse to accept defeat. Defeat is only possible if you give up and no longer try to get the success you want, if you give up and refuse to take the actions that will gain the success you want. n n You may not

Primary topic: Success Principles

Success Principles

1,457 views

By Cheryl A. ClausenFeb 19, 20081 topic

Sales Coaching: How Much Time Do You Spend Actively Selling?

Proudfoot Consulting reports that salespeople only spend 11% of their time actively selling! Just imagine what would happen to your sales if you were to increase that to 12% or even 15%. There are several reasons you actually spend so little time selling: administrative tasks, travel time, responding to existing clients, etc. However, the biggest reason you spend so little time selling is you lack people to sell to. n n That isn’t to say you don’t make large time

Primary topic: Sales Training

1,420 views

By Cheryl A. ClausenAug 3, 20071 topic

Time Management Technique: Sticky Note Mania

Are you trying to find your life under a blizzard of sticky notes? If someone visited your home or office and began to look around would they find a sticky note in, on , or around almost every area and everything? Perhaps a good time management technique for you is to evaluate your use of one of the most used modern inventions, the sticky note. n n Sticky notes are a great tool for the right applications. Unfortunately many times you use them for the wrong application, and ev

Primary topic: Time Management

Time Management

1,379 views

By Cheryl A. ClausenNov 14, 20071 topic

Insurance Sales: How To Get Referrals & Never Be Pushy

The way you're trained to ask for referrals is pushy, obnoxious, and downright embarrassing. You hate it and your clients hate it, and it does nothing to further you’re relationship. You ask clever questions like, who are the three people who speak most highly of you. n n Choke, puke, gag. Stop it and stop it right now if you’re using these horrendous highly manipulative tactics. You don’t have to stoop to these high pressure approaches to get the referrals

Primary topic: Sales Training

1,332 views

By Cheryl A. ClausenOct 12, 20071 topic

Is Poor Time Management Keeping You From The Business Success You Want?

You're either directly responsible or overseeing all functions, and you’re overwhelmed by the details. Rather than focusing on the important you seem to fight the fires and at the end of the day you aren't sure if you've really invested your time in the best way. Long-term your time management skills will either make you or break you, so it’s time to improve those skills before it’s too late. n n When you’re solely responsible for everything in your bu

Primary topic: Entrepreneurs

1,322 views

By Cheryl A. ClausenNov 28, 20071 topic

Insurance Sales: A Needs Analysis Isn't A Product Sales Tool

After you've done a needs analysis, do you get a lot of not now's and other objections? That's because you're incorrectly implementing the right idea. And that happens because you think a needs analysis is a product sales tool and it shouldn't be. n n You see when you do a needs analysis you’re doing it so you can figure out what product you can sell the prospect. This is a backward approach, and an incorrect implementation of the concept. And the reason it backfires on

Primary topic: Sales Training

1,222 views

By Cheryl A. ClausenFeb 11, 20081 topic

Sales Coaching: 3 Skills To Focus On

A sales professional’s success is determined by your willingness to invest in yourself. There are two areas for personal development that most will invest in, and one area only Top Producers invest in. Those who aren’t Top Producers never even think to invest in themselves in this way. n n That’s not to say you shouldn’t invest in all three areas because you should. The two areas you’re familiar with are self-improvement and sales process trainin

Primary topic: Sales Training

1,179 views

By Cheryl A. ClausenFeb 19, 20081 topic

Sales Coaching: 7 Steps To Turning Bizop To Biz Reality

”It won’t be easy, but …it could be the most challenging, most rewarding thing you’ve ever done”, reads a recent ad for State Farm Insurance. It could apply to nearly every business opportunity ad you’ve ever read or considered for any service business. Owning your own business, controlling your own destiny, is an exciting concept that many people desire. However, most will fail because they fail to understand 7 critical steps for business

Primary topic: Sales Training

1,179 views

By Cheryl A. ClausenSep 7, 20071 topic

Time Management Stress: Peak Performance

Focusing on peak performance can reduce your time management stress. Throughout your waking hours you have times when you are at you’re best mentally and times when you’re at your best physically. If possible you want to organize your activities around your peak times and where your greatest payoff exists. n n When you try to do your mental activities or your physical activities at times other than your peak times you increase your stress and everything takes long

Primary topic: Time Management

Time Management

1,141 views

By Cheryl A. ClausenFeb 18, 20081 topic

Insurance Sales Success: 7 Steps To Increased Production

Increase your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. n n First, identify 3 new prospects each and every day. Write those three names down before the end of the day each and every day. Then allow your subconscious mind to start processing how you’re going to make a c

Primary topic: Sales Training

1,131 views

By Cheryl A. ClausenAug 5, 20071 topic

Success Maker: Do You Have What it Takes to Develop Self-accountability?

Success makers hold themselves accountable. True success comes from holding yourself accountable to accomplish the targets you set. Success makers know what to track and measure. n n True progress can only happen when youâre tracking and measuring the right things. You know what to track and measure based on what you are trying to accomplish, and what you can quantify in relation to that accomplishment. Even though you may find it difficult at first to measure things that s

Primary topic: Success Principles

Success Principles

1,093 views

By Cheryl A. ClausenNov 2, 20071 topic

Insurance Sales: Aren't You Selling Money At A Discount?

Aren't you selling your service rather than a product? So what are you doing marketing products? Stop trying to market or sell products and start increasing your sales. n n Dan Kennedy talks about the technique of selling money at a discount. And that’s exactly what you should be doing, but you’re approaching it all wrong. You’re using the approach of let me quote your insurance, and approach has low interest and low value. When you should be using the appro

Primary topic: Sales Training

1,091 views

By Cheryl A. ClausenAug 10, 20071 topic

Success Maker: Help others to be Greater than You

If you want success you will need to be a success maker to get it. You may have the initial idea that makes your success possible, but no matter what your idea youâll need others to reach success yourself. You canât become greater and more successful if youâre looking to build your foundation for success on those who have less skills and knowledge than you. n n Being a success maker means you arenât afraid to reach out to those who are greater than. As you continue on

Primary topic: Success Principles

Success Principles

1,090 views

By Cheryl A. ClausenNov 8, 20071 topic

Are Blaming And Complaining Habits That Are Keeping You From Success?

Until you accept full responsibility for your current conditions you'll use excuses, blame others, and complain about your lack of success. None of those habits and behaviors move you closer to success. They only take you farther away from success, and they do so rapidly. n n Whether you like your current situation or hate your current situation you have yourself to thank. When you realize that you created whatever your experiencing now you can take responsibility for changin

Primary topic: Success Principles

Success Principles

1,085 views

By Cheryl A. ClausenFeb 1, 20081 topic

Career Sales Training: Tell Me A Sales Story

You love a good story, I love a good story, everyone loves a good story. Stories are how we learn and how we remember things. Stories simplify the complicated and support our beliefs. And stories are one of the most powerful tools you can use in a sales conversation if you know how to tell a good story. n n A good story must be engaging and brief. Your prospects don’t want to hear some protracted story, and they certainly don’t want to hear a long story that doesn

Primary topic: Sales Training

1,064 views

By Cheryl A. ClausenSep 14, 20071 topic

Time Management Strategy: Why Are You Meeting?

This time management strategy will help you to make better decisions about meetings. People just love to hold meetings, donât they? You can schedule meetings, plan on who to include in the meeting, prepare an agenda for the meeting, decide on when and where to hold the meeting, etc. All in all a whole lot of time can be invested in meetings either as a result of your choices, or the choices of others. You can greatly change the decision making process and the value you obta

Primary topic: Time Management

Time Management

1,055 views

By Cheryl A. ClausenFeb 20, 20081 topic

Help, I Can't Sell - Insurance Sales Success

Oh my gosh; nobody has any money, you have a sales manager threatening to cut you loose, and you can’t sell anyone anything! What are you going to tell your family and friends? How are you going to pay your bills? What are you going to do now? n n First, stop the conversation that’s going on in your head. All that negative self-talk won’t allow you to turn things around. Take a reality check. You can sell. You’ve been selling since you were a little ki

Primary topic: Sales Training

1,041 views

By Cheryl A. ClausenOct 29, 20071 topic

Success: Wear Your Courage On Your Sleeve

Do you have the courage to succeed? Success can't be had unless you have the courage to succeed. Courage is the ability to deal with difficulty, uncertainty, and pain without getting side tracked from your chosen course of action. n n Success requires heavy investment of your time, treasures, and emotion. The emotion is often the hardest part to deal with. When you want to succeed you put so much effort, so much time, and so much of yourself into the quest that it’s nea

Primary topic: Success Principles

Success Principles

1,037 views

By Cheryl A. ClausenFeb 13, 20081 topic

Insurance Sales Success: Achieving Growth

If you aren’t moving forward you’re moving backward. You want to grow and that means you need to attract more prospects. You’re scared to limit yourself to a specific group of people, or you simply don’t know how to narrow the field. One way to ensure your rapid growth is to develop a specific area of expertise. What product(s) are you passionate about? What products do you believe in so much you wouldn’t even consider living without them? n n As

Primary topic: Sales Training

1,018 views

By Cheryl A. ClausenNov 28, 20071 topic

Insurance Marketing: Why Aren't These Sales Letters Working?

You thought the fastest way to grow your business would be to buy a coaching program from a top insurance producer. You bought the entire marketing package, but you sure aren't getting the results the super producer did and you can't figure out how that can be. Well, sparky it isn’t working because you’re screwing it up and you don’t even know you’re doing it. n n Let’s start by looking at the lead generation sales letters you got. When the top p

Primary topic: Marketing Strategy

Marketing Strategy

1,011 views

By Cheryl A. ClausenAug 8, 20071 topic

Time Management Training: Excuse Me, Do You have a Quick Moment?

How often do you hear that innocent little request throughout your day? Depending on who you are your reaction will be very different. If youâre a people person youâll welcome the interruption and be more than willing to put everything else aside to focus on the other person. If youâre a task person youâll be annoyed by this intruder and would love to snap, ânoâ, but etiquette keeps you from doing so. These are the extremes and you may fall somewhere in the middle

Primary topic: Time Management

Time Management

1,002 views

By Cheryl A. ClausenDec 7, 20071 topic

Sales Techniques: Fail To Plan, Plan To Fail

You've heard it before, but you don't understand the impact and implications. You can't get the results you want if you either don't know how, or won't take the time to plan to get them. Your natural instinct is to just go-go-go rather than plan, so you know when and where to go to get the best results. n n Here’s the way you approach sales success. You think you have to be running to an appointment or running to get an appointment at full tilt. You rush into the appoin

Primary topic: Sales Training

1,001 views

By Cheryl A. ClausenFeb 21, 20081 topic

Sales And Selling Technique: Sweeps Week

During sweeps week the television stations break-out their best programming in an effort to drive their ratings up. They know if they can catch a viewers attention and then give them something they want the viewer is likely to tune in as a regular viewer each week. The stations performance during sweeps week has a big financial impact on future commercial sales. n n So, what does sweeps week have to do with your sales? There’s nothing stopping you from scheduling your o

Primary topic: Sales Training

999 views

By Cheryl A. ClausenAug 25, 20071 topic

Success Strategy: Use Your Desire, Belief, and Persistence Until You Succeed

Desire, belief, and persistence could be called the three sisters of any success strategy. Why are they so important? No matter how you define success or what you have to do to get there you will face obstacles and challenges along the way. Without sufficient desire for the prize, without sufficient belief in yourself and what you want, and without sufficient persistence you will never get the success you want. n n What is desire and where does it come from? Desire is an insa

Primary topic: Success Principles

Success Principles

994 views

By Cheryl A. ClausenFeb 15, 20081 topic

Sales Coaching: Attitude Blocking Opportunities?

Do you wake up each morning expecting great opportunities to present themselves to you? When you expect great opportunities they will be there, you only need to be ready to see them. Your attitude determines whether or not you’ll see those opportunities. n n Are you like Bob or Sam? The other day I ran into Bob. When I asked Bob how things were going he said, “terrible with the economy the way it is and living costs on the rise nobody has the money to buy insuranc

Primary topic: Sales Training

993 views

By Cheryl A. ClausenOct 4, 20071 topic

Master Success: How Do You Define Success?

Success means different things to different people. You may evaluate your success by: what you can buy, how you get paid, or what you can do. When most people are asked what success means to them they start off listing things they could buy, or the amount of money they would have. Sometimes they’ll define success by the title they want to have, or how they want to earn a living. That’s very closely related to what you can buy because usually they’re thinking

Primary topic: Success Principles

Success Principles

992 views

By Cheryl A. ClausenFeb 13, 20081 topic

Sales And Selling Technique: Don't Go For The Close Too Soon

One of the biggest mistakes you can make is trying to go for the close too soon. Now I don’t literally mean asking for the sale. What I mean by going for the close too soon is that you jump to your solution or outcome too soon in the sales conversation ruining any chances you have for closing anything. n n Here’s how and why it happens. You and the prospect are having a nice sales conversation. You’re sitting there patiently waiting for the prospect to tell

Primary topic: Sales Training

988 views

By Cheryl A. ClausenFeb 15, 20081 topic

Insurance Sales Success: Turning Setbacks Into Comebacks

Setbacks are your opportunity to make powerful comebacks. Throughout your working years as a service business owner you will experience adversity from both internal and external forces. If you lack persistence and determination you will crumble and lose it all. n n With persistence and determination, and belief in yourself you will overcome all adversities and succeed. It’s now who you know or what you know it’s your determination and persistence that will guarant

Primary topic: Sales Training

985 views

By Cheryl A. ClausenAug 16, 20071 topic

Key to Success: Use Your Natural Motivation

Your motivation is a key to your success. Have you ever noticed that you find some types of work to be fulfilling and rewarding, while other types of work are just a sheer drudgery and stressful? The reason some things are enjoyable for you and others are just painful is because the things you enjoy help you to fulfill your natural motivators. n n You will work to make certain your needs and wants are met. Abraham Maslow talks about this in terms of your drive to fulfill your

Primary topic: Success Principles

Success Principles

985 views

By Cheryl A. ClausenFeb 22, 20081 topic

Diary Of A Lonesome Insurance Salesman - Insurance Sales Success

When you open your appointment book does it look like your bank account? Empty! Can you sit in your office for hours on end with no interruptions in the form of phone calls from potential prospects and suspects dropping in? Feeling as lonely as the Maytag repairman? n n Well, at least you know what the problem is. You don’t have enough prospects or you aren’t able to secure an appointment with the prospects you do have. Either way there’s one simple reason t

Primary topic: Sales Training

984 views

By Cheryl A. ClausenSep 26, 20071 topic

Time Management Skill: How To Let Go Of The Excess & Reduce Your Stress

Clutter is an enemy of time management. Some people more than others have a need to save everything, but doing so increases your stress and reduces your efficiency. A long time ago a friend of mine made the statement that possessions always cost you more in time and money than the purchase price. What a true statement. Just think about when you buy a car. After the purchase you have to license it, insure it, find a place to park it, fill it with gas, have regular maintenance

Primary topic: Time Management

Time Management

984 views

By Cheryl A. ClausenFeb 7, 20081 topic

Sales Training For Women: Increasing Your Sales Effectiveness

In sales effectiveness is doing the right things to produce the desired result which is more sales. Your effectiveness is dependent on your actions, and the relationships you form with clients and prospects. You can’t be effective if you don’t understand your client’s and prospect’s goals, and you won’t discover those goals if you can’t form relationships. n n Your relationship and credibility is what provides you with the opportunity to ga

Primary topic: Sales Training

982 views

By Cheryl A. ClausenNov 28, 20071 topic

Want To Work With Customers Who'll Get You the Greatest Return on Your Time Investment?

It's as easy as 1-2-3. First, you have to identify who those customers are. Second, you have to know what they’re actively looking for. Third, you have to develop a message and the right bait to get their attention and interest. n n The customers with the greatest potential for you represent your target market. You need to have enough clarity about this specific group of customers that you know their names. In fact, you want to list the top 10-100 prospects that you wan

Primary topic: Customer Service

Customer Service

974 views

By Cheryl A. ClausenAug 29, 20071 topic

Sales and Selling Technique: Do You have a Daily Sales Plan?

A daily sales plan is a great sales and selling technique. Your daily sales plan isnât just showing up for work each day making calls, and setting and holding appointments. Thatâs what I call âhopiumâ. When your plan is âhopiumâ youâre just showing up, going through the motions of sales, and hoping something good will happen like some sales. We both know hoping something will happen isnât going to make it actually happen, so how about trying a plan. n n You pr

Primary topic: Sales Training

969 views

By Cheryl A. ClausenMar 6, 20081 topic

Can You Pass this Sales Test, Asks The Sales Coach?

Beyond product knowledge, sales skills, and marketing skills there are three essentials for sales success? Do you know what they are? Can you guess? Before continuing please answer for yourself the question, “what are the three essential skills for sales success?” nnThe first essential skill is the ability to initiate, develop, and extend relationships. Every salesperson understands this concept when it comes to nurturing a prospect. However, among the most powerf

Primary topic: Sales Training

968 views

By Cheryl A. ClausenFeb 28, 20081 topic

Give Me 90 Days And I'll Give You A Plan For Phenomenal Success

Top producers are regular people who take specific actions that average or poor producers don’t. That means there is nothing preventing you from joining this elite group except you. If you’re willing to remove yourself as an obstacle to your success you’ll become a top producer too.nnFollow this plan every day for 90 days and you’ll enjoy phenomenal success. nn Make a commitment to yourself to your own growth and development in the areas of: self-marke

Primary topic: Sales Training

967 views

By Cheryl A. ClausenFeb 15, 20081 topic

Sales And Selling Technique: Turning A So-So Idea Into One That Works

As a service professional when you earn a client you want a life-time client not a one-time sale. The more interaction you have with your clients the greater their satisfaction, and the greater their satisfaction the more likely they are to stay with you, appreciate your services, and refer you to others. Obviously staying in touch is a good investment of your time. n n But is staying in touch a good investment of your clients time? This is where you have the opportunity to t

Primary topic: Sales Training

965 views

By Cheryl A. ClausenJan 29, 20081 topic

5 Sales Coaching Tips To Get More Appointments

What does every professional service salesperson need? More appointments with more qualified prospects. Yet, many salespeople fight this daily struggle and feel like they’re losing the battle. n n Your current efforts to fill your appointment calendar may not be working because you’re making small mistakes that have a huge impact. If you want to get the right people interested in meeting with you your efforts must not only attract them, but they must filter for th

Primary topic: Sales Training

962 views

By Cheryl A. ClausenMar 4, 20081 topic

If You Can Do This You Can Increase Sales

Salespeople are busy people. Some are so busy they’ve come to realize that time management is actually keeping them from achieving the outcomes they want. It’s frustrating that something so seemingly simple is such a source of trouble.nnWhat most people either don’t realize or don’t acknowledge is that time management is not an issue of being able to use a calendar or appointment book. Time management frustrations are the direct result of difficulties:

Primary topic: Sales Training

955 views

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