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Articles by Cheryl A. Clausen

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By Cheryl A. ClausenMar 10, 20081 topic

You Can Laugh At Closing Fears, Says The Sales Coach

You’ve invested a great deal of time and energy first developing prospects then meeting for an appointment. At the end of the appointment do you stumble when it comes time to ask for the business? You’re not alone. In fact, a full 63% of all appointments end without the salesperson asking for the business.nnFear is a key obstacle preventing you from moving forward. Both your fear of being rejected and the prospects fear of making a mistake. You can remove both. If

Primary topic: Sales Training

954 views

By Cheryl A. ClausenAug 30, 20071 topic

Fundamentals of Success: What are You Willing to Give for Success?

One fundamental of success is that you wonât get a free ride to success. If you want success you have to know what youâre willing to give to get it. What are you willing to give in terms of your own persistence and determination? What are you willing to give in terms of the value you bring that will make other people want to give you their money to help you to get to success? What are you willing to give in terms of your own personal investment of time, talents, and treas

Primary topic: Success Principles

Success Principles

951 views

By Cheryl A. ClausenFeb 7, 20081 topic

Sales Coaching: Ugly Sales Is Not For You

If your business is based on any service industry ugly sales is not for you. You may be wondering what the heck is ugly sales. You may have never heard it referred to as ugly sales, but you certainly felt how ugly it is when you’ve been on the receiving end of ugly sales. n n Ugly sales is the self-serving sales tactics practiced by selfish salespeople who only care about themselves and view sales as an event rather than the beginning of a long-term relationship. Salesp

Primary topic: Sales Training

950 views

By Cheryl A. ClausenMar 7, 20081 topic

Has The Secret To Increased Sales Been Discovered?

Absolutely. While this “secret” is right under your nose most don’t put the pieces together and take advantage of the five-pronged key elements for increased sales. You will immediately increase your sales when you include all five elements in your business and develop proficiencies in each area. nnThe first element to increased sales is based on attraction, attention, and action. You could be the most highly skilled salesperson in the world and fail miserab

Primary topic: Sales Training

946 views

By Cheryl A. ClausenFeb 5, 20081 topic

Sales Coaching: 5 Reasons You Can't Close

When you struggle to close the sale you think closing is the problem. But when you struggle to close the sale closing is a symptom of the problem not the problem itself. When you try to fix a symptom as though it were the problem the problem remains because you’re trying to put a band-aid on a wound that isn’t ready to heal. n n Here are 5 reasons you may be struggling to close the sale: nn You lack confidence in yourself and/or your supporting products.nn You fea

Primary topic: Sales Training

944 views

By Cheryl A. ClausenFeb 18, 20081 topic

Sales Coaching: Why Don't My Actions Produce the Results I Want?

Do you feel like a dog chasing its tail running and running never catching what you want? It’s true sales is about action, however, successful sales is about right action. And right actions spring from the desired golden ring. n n To get what you want you have to know what you want in specific written terms. Simply having written weekly sales goals, although I do encourage you to have them, isn’t enough. You see you don’t ultimately want sales; you want what

Primary topic: Sales Training

942 views

By Cheryl A. ClausenFeb 7, 20081 topic

Career Sales Training: How Do You Drum Up Business?

You aren’t going to wake up one morning and magically have people clamoring to work with you unless you’ve done the things you need to do to make that happen. But few salespeople have a clue how to get qualified leads contacting them, and they aren’t going to learn overnight. If you need more business, start by putting yourself either physically or remotely in places where opportunities can occur. n n The first question to ask yourself is, “where do th

Primary topic: Sales Training

941 views

By Cheryl A. ClausenFeb 22, 20081 topic

Free To Insiders...$2 To Everyone Else - Sales And Selling Technique

Are you an insider? An insider is a person who is able to position themselves in a way to make the connections they need to get all the leads they want. Insiders develop their own proprietary leads list of highly qualified potential prospects. Everyone else pays big bucks to get these names and contact information, but insiders don’t have to. n n Have you been on the costly end of spending your precious dollars for supposedly hot leads? Leads that have already agreed to

Primary topic: Sales Training

939 views

By Cheryl A. ClausenFeb 6, 20081 topic

Sales Coaching: 9 Mistakes That Will Cause You To Fail

I work with and am friends with a number of financial advisors. In a recent conversation with a veteran in the business we discussed the main reasons new advisors don’t make it. Truthfully your odds of making it in the business are pretty slim if you just do what they tell you do to, but your actions determine your results and your future. n n Lots of people enter the industry and only are rare few are still in the business after five years, and even fewer are successfu

Primary topic: Sales Training

938 views

By Cheryl A. ClausenAug 15, 20071 topic

Investment Sales Success: Are You Creating a Buying Atmosphere?

Long-term investment sales success requires a buying atmosphere. In a buying atmosphere: you both know why youâre meeting, you both feel comfortable and share open communication, and youâre both focused on one thing; the best outcome for the customer. It takes pre-work to create the most productive buying atmosphere. n n Setting appointments with complete strangers to get to know each other isnât a good plan for investment sales success. You only want to set appointment

Primary topic: Sales Training

937 views

By Cheryl A. ClausenFeb 18, 20081 topic

Sales And Selling Technique: Problems Closing?

Do you get to the end of the sales presentation only to be thanked for the information and ever so nicely invited to keep in touch? Ouch! Zig Ziglar refers to this as being a professional visitor. So, what happened how did you come to this point only to walk away empty handed? n n Do you even realize that you are truly walking away with nothing? You see, many sales people think this is leaving the door open for future opportunities while the facts indicate you’ve just b

Primary topic: Sales Training

937 views

By Cheryl A. ClausenFeb 19, 20081 topic

Sales And Selling Technique: Oh, Now That I'm Mad You Pay Attention to Me?

Do you want to get rid of a client really fast never to have them return? Of course, that’s not what you want. When you’ve earned a client or you have a prospect in your sales funnel you want them to stay a client for a life-time continuing to buy from you, and referring others to you. The life-time value of a life-long client is huge, and critical to sustaining a viable business. n n Unfortunately, you may be making a simple and common mistake that sets you up fo

Primary topic: Sales Training

936 views

By Cheryl A. ClausenOct 8, 20071 topic

Time Management Tip: Do You Track Your Sales Funnel?

Sales can be a hectic business. This time management tip will help you regain control of your time and improve your sales. Your sales funnel is a commonly used phrase to indicate the stage people are in the selling or buying process. With so many people entering and leaving your sales funnel during any given time frame it’s easy to lose track of exactly where the different people you’re working with are in the process. The result is lost prospects or longer than n

Primary topic: Time Management

Time Management

933 views

By Cheryl A. ClausenOct 15, 20071 topic

Are You A Time Management Strategy Victim?

Do you find yourself complaining that you never have enough time? Are other people and things keeping you from getting things done? Perhaps you are a time management strategy victim. Perhaps your own negativity and passiveness are the real source of your time management issues. n n Blaming others and responding to every distraction or crisis that hits your radar screen are the easy things to do. But when you choose to respond that way you’re allowing other people and ot

Primary topic: Entrepreneurs

930 views

By Cheryl A. ClausenFeb 26, 20081 topic

How Sales Training Keeps You From Sales Success - Sales Coaching

How much time, energy, and money have you invested in sales training programs, seminars, workshops, and books? If you’re serious about becoming a top sales professional the total is a large number…perhaps so large you could buy a car or at least make a couple house payments with that money. Congratulations on your commitment to yourself and your success. n n However, I must ask you how much has your sales grown as a direct result of any of those things? Now some o

Primary topic: Sales Training

925 views

By Cheryl A. ClausenFeb 12, 20081 topic

Insurance Sales Success: Do You Have What It Takes To Make A Match?

When you try to sell instead of trying to match you can’t sell. Have you ever seen the children’s toy where the child tries to put different shaped objects into matching shaped holes? Essentially selling insurance is the same thing only the shapes and holes are conceptual rather than physical. n n All too often you approach the client trying to push a product rather than trying to figure out what the client wants that you can match. Product pushing doesn’t w

Primary topic: Sales Training

924 views

By Cheryl A. ClausenFeb 25, 20081 topic

How A Strange Envelop Saved Bob From An Empty Appointment Book - Sales Coaching

Bob, had just finished up another frustrating day that yielded no sales, and no appointments for future sales. He plopped down at his desk and began to sort through his mail dreading the bills he knew he’d find, and wouldn’t be able to pay. As he quickly sorted through the pile setting the bills off to one side he came to an envelope that he knew wasn’t a bill. Bob eagerly opened that envelop first. n n When he opened the envelop he discovered a card inside.

Primary topic: Sales Training

923 views

By Cheryl A. ClausenJul 9, 20071 topic

Is Time Your Greatest Enemy?

Nearly every business owner and professional service organization I know lacks one major thing, time! nn Do you feel like you are always running short on time? Do you feel like time is the one thing you seem unable to control? If you somehow had more time, do you have a list of things that you would do or dreams that you would fulfill? If you were able to better use your time would you feel more successful, less stressed, and overall happier than you do right at this moment?n

Primary topic: Time Management

Time Management

919 views

By Cheryl A. ClausenMar 3, 20081 topic

Which Of These 5 Sales Struggles Would You Like To End? - Sales Coach

Working with many salespeople from top producers to those struggling to exist it’s clear there are five areas of sales that hold the greatest potential for improvement. Top producers work to fine tune their effectiveness in these areas. And others struggle to gain competence. These five areas include: nn Prospectingnn Overcoming objectionsnn Closing the salenn Time managementnn Consistency and momentum nnThe first part of your struggle comes from knowing what to do. Yes

Primary topic: Sales Training

913 views

By Cheryl A. ClausenFeb 20, 20081 topic

Sales And Selling Technique: The 2 Most Underperformed Steps In Sales

Do you think sales starts at the appointment? If you do you’re short-changing yourself and working far harder than you need to. Your sales results are far less than they could be. n n The first two steps in the sales process happen long before the appointment. Step one is to get the attention and interest of the highly qualified prospects you want to work with. Step two is to provide those prospects with a highly motivating reason to reach out to you. nn When you proper

Primary topic: Sales Training

910 views

By Cheryl A. ClausenOct 2, 20071 topic

Success & Personal Growth: Do You Have Success Habits?

Achieving success will require personal growth and development. Part of that growth development process includes the development of success habits. You acquire success habits by consistently responding and behaving in accordance with the attitudes and habits required for success. Persistence and determination are habits you will need to develop. If you don’t it’s far too easy to give up short of the prize and never get what you’ve worked so hard to achieve.

Primary topic: Success Principles

Success Principles

906 views

By Cheryl A. ClausenMar 11, 20081 topic

You Have To Work Hard To Increase Sales?

Well, that’s what everyone says isn’t it? That’s what you believe, isn’t it? Confess. You’ve bought into the idea that you have to work long and hard and pay your dues in order to succeed. nnIf you aren’t producing the results you want now you think you just have to work harder and the payoff will come. Isn’t it also true that there comes a point where no matter how hard you work the returns on your efforts begin to diminish? You can

Primary topic: Sales Training

906 views

By Cheryl A. ClausenMar 5, 20081 topic

How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales

One of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you aren’t doing anything to keep your sales funnel full, so when you’ve held your last appointments your business comes to a screeching halt. nnThis start and stop approach also leads

Primary topic: Sales Training

905 views

By Cheryl A. ClausenFeb 22, 20081 topic

Do You Have What It Takes To Increase Sales? - Sales Coaching

Many people think product knowledge, motivation/self-improvement, and sales skills are all you need to increase sales. This is especially true of large organizations. Those things are the basic requirements for sales, yet not enough to increase sales. n n If you’re in a service industry and you’re the business owner or a commission only sales person you must do one thing before you get the opportunity to practice your sales prowess and increase sales. That one thi

Primary topic: Sales Training

903 views

By Cheryl A. ClausenFeb 11, 20081 topic

Sales Coaching: 3 Ways To Simplify The Solution

Selling services can be confusing and complicated for the potential buyer. It’s a simple truth that a confused buyer will not buy. They can’t make a “yes” buying decision because they aren’t sure what they’re saying “yes” to, and the long-term implications of that “yes” decision. n n Combine the complexity of the prospects circumstances with the sophisticated available choices, and a prospect is likely to throw their

Primary topic: Sales Training

899 views

By Cheryl A. ClausenJan 30, 20081 topic

5 Sales Training Tips For Women Who Want To Be Great

Why do so many saleswomen struggle to compete and excel? It isn’t because you lack skill or knowledge. It’s because you get confused and lose focus on what’s important. n n Don’t try and make sales more complicated than it needs to be. Understand that there are some simple principles that hold true no matter what service industry you’re in when it comes to sales success: nn Whether you know about proven marketing principles and use them in your b

Primary topic: Sales Training

897 views

By Cheryl A. ClausenAug 15, 20071 topic

Success Strategy: You'll Need a Definite Desire

A definite burning desire for success is a great success strategy. All success begins with an idea. You take that idea and develop it into an actionable plan. Without a definite desire though itâs really easy to get derailed on your journey toward success, and sometimes you canât get back on track because you lack the definite desire to do so. n n Definite desire comes from clearly knowing what you want. What you want needs to be written down in as much detail as you can

Primary topic: Success Principles

Success Principles

894 views

By Cheryl A. ClausenAug 13, 20071 topic

Time Management Tip: Communication Costing You Time?

This time management tip is about the importance of communication in your efforts to be more efficient with your time. Communication always involves at least two parties, and the more people involved the more likely communication problems will cost you time. As with any good plan you have to start right to end right, and itâs no different with communication. n n Good upfront communication improves time management and lessens frustration. Before starting on any project clari

Primary topic: Time Management

Time Management

894 views

By Cheryl A. ClausenFeb 5, 20081 topic

Individual Sales Training: Can You Sell?

Even the worst salesperson will fall into an easy sale once in a while. Insurance and investment companies know that and that’s why they push you to meet with anyone who has a heartbeat. They know that if you meet with enough people you’ll eventually sell something to somebody, but that doesn’t mean you can sell. n n Far from it. It only means that you’re working the odds when you should learn how to sell, so the odds would be working for you. No matte

Primary topic: Sales Training

890 views

By Cheryl A. ClausenSep 17, 20071 topic

Insurance Agents and Financial Advisors: Do You have a Business Strategy?

Each day as you meet with your clients you challenge them about the future they want, and the one theyâll get if they continue as they are today. When was the last time you looked at your business to see if the path youâre on today matches what you want for your future? Do you have a strategic plan for your business? If you donât how can do you expect to get what you want when you donât have a clear vision or the benchmarks in place to gauge your progress? n n A strat

Primary topic: Entrepreneurs

890 views

By Cheryl A. ClausenFeb 4, 20081 topic

Individual Sales Training: What Does Your Client Want From You?

Your clients and potential clients want you to serve them and their best interests. You have the power to determine your sales success by exceeding the expectations of your potential clients and existing clients. As a service professional your clients want you to act on their behalf and in their interests as a trusted business advisor like their accountant or attorney would. n n The term client by its very definition means that you have the best interests and needs of the cli

Primary topic: Sales Training

887 views

By Cheryl A. ClausenFeb 20, 20081 topic

Sales Coaching: 2 More Bite The Dust...Don't Let It Be You

The wheat is falling from the chafe. Just this past week two more sales people fell. It happens every day of every week of every year, and when the external economy gets tight it only escalates. No matter how good you think you are in sales you will fail if you fail to do what it takes to last. n n Just a few years ago the mortgage industry was so hot mortgage brokers were overwhelmed by the sheer volume of business walking in the door, not so today. When business is that goo

Primary topic: Sales Training

887 views

By Cheryl A. ClausenJan 31, 20081 topic

Sales Coaching: 7 Mistakes That Are Screwing Up Your Sales

You don’t know what you want to be when you grow up, or at least you’re acting like you don’t. You’re like a frustrated employee who hates their job, but doesn’t see how to get a better one. You lack focus, but you don’t know what to focus on so you’re running around looking under every rock trying to find someone you can sell to. n n This stinks. It’s ugly, painful, and disheartening but it doesn’t have to be that way. Yo

Primary topic: Sales Training

886 views

By Cheryl A. ClausenAug 20, 20071 topic

Sales Development Training: Why do People Buy?

Understanding why people buy and what that means to you is an important part of your sales development training. You can know more about your product or service than anyone. You can have your sales presentation down pat. You can know beyond all doubt that your prospect needs what you have worse than anyone youâve ever met. Yet until you understand why people buy few, if any, will buy from you. n n Sales development training is a good phrase because it reflects how much lear

Primary topic: Sales Training

886 views

By Cheryl A. ClausenOct 29, 20071 topic

Time Management Tips: Use The Power Of Positive Change Within You

The way you handle time is based on your mindset. Dave Kahle defines a mindset as a group of beliefs that are so deep and firmly held that they are the source of many of your thoughts. So how do your thoughts relate to how you handle your time? n n Your thoughts determine your actions and your actions determine your results. If you’re content with the way you handle your time now you aren’t very likely to make any real changes. But if the pain of how you deal with

Primary topic: Time Management

Time Management

881 views

By Cheryl A. ClausenFeb 11, 20081 topic

Sales Coaching: Outcome Or Opportunity

Do you view prospecting as an outcome or an opportunity? Do you think of prospecting in terms of a process or an event? The way you answer those questions makes a big difference in the results you experience. n n Many people view getting the attention of a prospect as the outcome. That’s not a good thing, and it causes you to miss many opportunities. Getting the attention of a prospect is simply an opportunity for you to develop and continue a relationship with that pro

Primary topic: Sales Training

878 views

By Cheryl A. ClausenFeb 27, 20081 topic

Master The Big 3 Of Attraction, Assistance, And Alignment And There's Simply No Way to Fail

At first it may have been an exciting challenge trying to fill your appointment calendar each week. Soon what was once a challenge became a drudgery. Unfortunately, few of the appointments you secured resulted in immediate business meaning you had to work even harder to fill that appointment book. Plus, even though you continue to ask for referrals those referrals are few and far between. Have you been or are you in these shoes? n n Even though it feels hopeless now there is

Primary topic: Sales Training

871 views

By Cheryl A. ClausenFeb 12, 20081 topic

Sales Coaching: I'm Just Looking Means...

Ok, confess you’ve said it yourself when approached by a salesperson. And you understand it in a retail setting, but what about service industry businesses? In your case when the prospect projects disinterest what do you do how do you handle it? n n What does “I’m just looking” or general disinterest really mean? It means you have a ready buyer! You don’t go to a car dealership because you have no interest in buying a car, and a prospect doesn&#8

Primary topic: Sales Training

870 views

By Cheryl A. ClausenJul 21, 20071 topic

Time Management Strategy: Procrastination Caused by being a Perfectionist

You are a perfectionist and you canât help it, but itâs causing you a lot of grief. You just canât let go of a project and call it done because there is always just one more thing you could do to make it perfect. The problem is almost no one else wants, expects, or appreciates the level of perfection that you demand. Youâre expending all your energy on the apex of perfection when everyone else around you just wants ok. Letâs look at some time management strategies t

Primary topic: Time Management

Time Management

869 views

By Cheryl A. ClausenFeb 13, 20081 topic

Sales Coaching: Watch These 3 Things As Your Sales Grow

Whoo hoo, your sales are growing and now you’re wondering if it’s time to develop a physical presence in the marketplace. Most service professionals come to this cross-roads and take the next step without carefully considering the impact and the underlying concerns. n n Many service professionals like insurance agents and financial advisors are encouraged to get an office as soon as possible. Before you make that decision and take that step just make sure you&#821

Primary topic: Sales Training

868 views

By Cheryl A. ClausenFeb 25, 20081 topic

Pay For Your Life Insurance Now...Cash in After Your Death - Insurance Sales Success

Wait a minute. That doesn’t sound like a fantastic deal, does it? We’re an instant gratification society we want to have it all now, and worry about how we’re going to pay for it later. Hmmm, that puts you and your proposition in an awkward position now doesn’t it? n n It certainly isn’t funny if you’re one of the noble folks trying to sell life insurance. You’ve got a tough job you don’t need any help making things harder, so h

Primary topic: Sales Training

867 views

By Cheryl A. ClausenNov 2, 20071 topic

Success Through Continuous Action

To succeed you must transform your dreams into actions. You must take those actions each and every day to achieve success. And that’s why most people never succeed. n n Most people lack the persistence to take action each and every day. To succeed you must have a clear plan for what success means to you and how you’ll get it. Then each and every day you must take at least one action that will move you closer to what you want. nn But what happens to most people is

Primary topic: Success Principles

Success Principles

867 views

By Cheryl A. ClausenJul 23, 20071 topic

Investment Sales Success: If You Want to Sell them You Have to Feed Them

Howâs the seminar/dinner approach working for your investment sales success? If your offer has real educational value you donât have to bribe people to come by offering them a free dinner. If you canât get people to attend your seminars now unless you offer some kind of free food it can only be because what youâre offering has little or no educational value and is really nothing more than a sales presentation, or you arenât clearly communicating the benefits of atte

Primary topic: Sales Training

863 views

By Cheryl A. ClausenAug 20, 20071 topic

Fundamentals of Success: How do You Handle Temporary Defeat?

A fundamental of success is that defeat can only come to you if you quit. Until you throw in the towel and quit, all forms of defeat are only temporary set-backs and learning opportunities. Every temporary defeat moves you one step closer to success because you now know something important that you didnât know before that you can use to go the next step. n n Did you expect the unexpected? What happened that you didnât expect that caused your temporary defeat? As you formu

Primary topic: Success Principles

Success Principles

862 views

By Cheryl A. ClausenNov 12, 20071 topic

Do You Know How To make Your Plans For Success Come To Life?

If you can't turn your plans into reality you're just a dreamer. Stop being a dreamer and start being an achiever. To do that you will need a plan, and you will need to turn that plan into actions. n n You have to develop the power to turn plans into actions. You have to develop the ability, strength, and capacity to achieve the success you want. You develop this ability through your own actions and the help you get from others. nn Your power to turn plans into action will co

Primary topic: Success Principles

Success Principles

854 views

By Cheryl A. ClausenSep 25, 20071 topic

Insurance Agents & Financial Advisors: How Can You Succeed When So Many Others Fail?

Less than 5% of the people who start in the business remain in the business after 5 years. How do you prevent yourself from being just another count in the statistics for those who failed? Coming into the business you know that for some the potential is huge and life changing, as far as, potential earnings are concerned. Yet this isn’t the case for the average or below average producer. I don’t know anyone who doesn’t want to be a top producer, but nearly ev

Primary topic: Marketing Strategy

Marketing Strategy

850 views

By Cheryl A. ClausenSep 1, 20071 topic

Insurance Sales Success: Top 25 Reasons You Can't Sell

Identify the top 25 reasons you can’t sell now, and start your path to insurance sales success. You can’t fix what you don’t know is broken and you can’t solve problems you don’t understand. This article will help you to identify the things within you that are holding you back. Unfortunately, everything on this list is your fault, and it’s all your fault. Accept that and determine what you’ll do to correct your mistakes. n n Only the

Primary topic: Sales Training

849 views

By Cheryl A. ClausenFeb 25, 20081 topic

The Best Sales Pro Around Teaches Others His Secrets - Sales And Selling Technique

Drum roll please. And bounding out from behind the curtain smiling and bowing to the roaring applause appears our sales super star. The crowd is teaming with emotion putty in his paws. n n Yes, if you didn’t go out searching for your dog if you ended up bringing home a dog you weren’t sure you even wanted and wouldn’t part with that dog for all the money in the world now -- you my friend are looking at one of the best sales pro’s around. All this time

Primary topic: Sales Training

845 views

By Cheryl A. ClausenAug 24, 20071 topic

Law of Success: Are You Truly Persistent?

Persistence is a necessary element of the Law of Success. Persistence is the quality of continuing steadily despite problems or obstacles. Those who are persistent demonstrate initiative, beliefs, and the will to win. When you are persistence you will develop your own initiatives from whatever is handed you. Your beliefs will provide the momentum to drive you forward. Your undeterred will to win will keep you going no matter what obstacles get in your way. n n Have you learne

Primary topic: Success Principles

Success Principles

842 views

By Cheryl A. ClausenNov 19, 20071 topic

Time Management Tips To Get Top Sales People Focused On The Right Things

As a sales person, if you aren't focused on doing the right things at the right time you lose financially. Or you work yourself to death trying to hit your targets. But, if you’ll do a little planning before you take action you can have the financial rewards you want without working unnecessarily hard. n n Ideally you want the majority, if not all, of your actions to take you closer to a paycheck. Prospecting is how you fill your sales funnel, but all too often sales pe

Primary topic: Time Management

Time Management

842 views

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