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Articles by Cheryl A. Clausen

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By Cheryl A. ClausenAug 24, 20071 topic

Career Sales Training: You Receive What You Believe

What 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? What do Mr. and Mrs. Claus look like? Are you thinking Mr. and Mrs. Claus are rather round older folks with white hair wearing red velvet garments? That may be your belief based on your past

Primary topic: Sales Training

683 views

By Cheryl A. ClausenSep 19, 20071 topic

Career Sales Training: Where Are All The Opportunities?

You 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 that you can communicate how you can solve that problem better than anyone else. All this comes before you even get the chance to âsellâ anyone anything. n n Stop knocking on the same d

Primary topic: Sales Training

682 views

By Cheryl A. ClausenOct 26, 20071 topic

Time Management Tips: Which Of These Mistakes Are Costing You Time?

Effective time management skills are based on your goals and integrity with yourself. How often do you find yourself going off on tangents, reacting rather than proactively planning, and spending hours on non-productive low value activities? If you’re making these mistakes they are costing you precious time and keeping you from getting results. n n You don’t take off on tangents because you just want to waste a lot of time and energy. It happens because you don&#8

Primary topic: Time Management

Time Management

681 views

By Cheryl A. ClausenOct 17, 20071 topic

You Can't Excuse Your Way To Success: Law of Success

There 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 and everything you try. It follows with the laws of success that you must take full responsibility for all your actions and inactions, you must consistently work to develop yourself, and

Primary topic: Success Principles

Success Principles

681 views

By Cheryl A. ClausenNov 12, 20071 topic

Insurance Sales: Are You Winning The Sale before The Sale?

Isn'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? n n You can. You just have to realize that selling starts way before the appointment. That means you have to set yourself up to attract the people you want to work with. nn Be very clear abo

Primary topic: Sales Training

679 views

By Cheryl A. ClausenAug 19, 20071 topic

Sales and Selling Technique: Whoâs Listening?

Listening is one of the most important sales and selling techniques you can have. Many of you think youâre listening, but youâre not. I canât tell you how many clients have told me they are really good listeners, but it was obvious to me and everyone else that they arenât. How often do you get all wound up telling someone about something only to realize at some point that you are the only one enjoying the conversation? When a prospect shares a story do you have to tel

Primary topic: Sales Training

679 views

By Cheryl A. ClausenAug 13, 20071 topic

Insurance Sales Success: Building Champions

Your insurance sales manager is on a mission to build champions. Make sure his or her mission is in your best interests. Itâs 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 excellent idea if properly understood and applied, but when misapplied itâs potentially a very destructive experience. n n Napoleon Hill may have been the first person to write about t

Primary topic: Sales Training

678 views

By Cheryl A. ClausenSep 28, 20071 topic

Insurance Sales Success: Reason Number 20 You Can't Sell

You don’t work on being the best. If you want to be the best you have to have a plan for being the best and work your plan. The more you invest in yourself and what it takes to be the best the better you’ll become. The better you become the easier sales become because you understand yourself and others. n n It takes a commitment to continuous learning to be the best. Develop your area of expertise and know more than the competition about how you can use that knowl

Primary topic: Sales Training

678 views

By Cheryl A. ClausenOct 2, 20071 topic

Insurance Sales Success: Reason Number 22 You Can't Sell

You forget sales boils down to people liking you because you’re real. The first step in the sales process is gaining an introduction and establishing rapport. When you try killer sales lines and gimmicks you spoil your chance to establish rapport. You’re perceived as a fake and untrustworthy. That means your prospect will be very guarded with you and will never let you know what’s really on their mind. They will suspect an ulterior motive behind everything y

Primary topic: Sales Training

677 views

By Cheryl A. ClausenAug 8, 20071 topic

Sales Training Program: You Got the Appointment, Now What?

All 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. Itâs what you do during and after the appointment that determines the sale. In many cases, especially when the item involves a service is more expensive or binding, you wonât close the sale in one appointment; so itâs the next steps that really determine if you have a sa

Primary topic: Sales Training

677 views

By Cheryl A. ClausenNov 28, 20071 topic

Do You Have The Enthusiasm Of A Top Producer?

I 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 person you have to sell is you. n n If you don’t believe in and if you’re not excited about what you’re selling you won’t have sales success. When you do believe in wh

Primary topic: Sales Training

675 views

By Cheryl A. ClausenNov 19, 20071 topic

You Can't Sell Insurance To People Who Don't Want To Be Sold To

Yet, 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 have. n n It isn’t that the people who don’t want to be sold are rejecting you they’d reject anyone because they just don’t want and don’t have an interest

Primary topic: Sales Training

674 views

By Cheryl A. ClausenSep 7, 20071 topic

Insurance Sales Success: Reason Number 5 You Can't Sell

You 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 chooses by default. When you use the shot gun approach to marketing be prepared to work very hard, to have a poor response to your marketing message, and to earn an average income. The other a

Primary topic: Sales Training

673 views

By Cheryl A. ClausenSep 2, 20071 topic

Time Management Skill: A To Do List Should be a List of Actions

An important time management skill is the ability to take the thoughts cluttering your mind, and turn them into actions. Ideally the objective of your time management skills is simplification of your very busy hectic life. When you try to store information in your head about what you need to do and remember later your complicating things, cluttering your mind, and increasing your level of stress. When you write those thoughts down in more than one place as random thoughts you

Primary topic: Time Management

Time Management

672 views

By Cheryl A. ClausenNov 26, 20071 topic

Are Your Insurance Sales Hot Like A Bowl Of Chili?

If 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? n n Because you’re reading this article I’m pretty confident that you have at least some experience and knowledge with eating. And that’s why I think you’ll be able to relate to the examples I’m going to use to convey my point even if you’ve never

Primary topic: Sales Training

671 views

By Cheryl A. ClausenSep 22, 20071 topic

Insurance Marketing: Finding it Hard to Pick Up the Phone?

Tired of dialing for dollars and being told itâs just a numbers game? If youâre 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 youâve specifically targeted and youâve reached out to and provided value. Second, be prepared to handle the call efficiently and effectively. Third, realize the phone call is part of your disqualification process.

Primary topic: Marketing Strategy

Marketing Strategy

671 views

By Cheryl A. ClausenSep 27, 20071 topic

Insurance Sales Success: Reason Number 19 You Can't Sell

You’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 comfortable doing them you get poor results and because you get poor results you begin to hate doing them and the more you hate doing them the worse things get. It’s just one big vicious

Primary topic: Sales Training

671 views

By Cheryl A. ClausenAug 27, 20071 topic

Sales and Marketing Strategy: What's New?

New 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 whatâs going on in the world, and information about what is going on with who. Your new sales and marketing strategies can be found in the âwhatâs newâ that you know about. n n If you want your sales and marketing strategies to

Primary topic: Sales Training

671 views

By Cheryl A. ClausenAug 15, 20071 topic

Time Management Technique: Focus on What You're Doing

Focus 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 isnât planning ahead and recognizing that if you turn the oven on it can be heating while youâre putting a load of clothes in the washer so they can be washing while you prepare dinner. Thatâs efficiency not multi-tasking. Multi-task

Primary topic: Time Management

Time Management

669 views

By Cheryl A. ClausenSep 1, 20071 topic

Time Management Tip: What Outcome Do You Want from Your Time?

This 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 remove this obstacle? The reason I want you to focus on the outcome rather than all the individual steps for right now, is because I want you to realize there may be an easier way to get

Primary topic: Time Management

Time Management

669 views

By Cheryl A. ClausenOct 31, 20071 topic

Insurance Sales: If You Can't Reduce Their Risk You Can't Earn the Sale

Why 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. n n It’s your job to help them to identify their real risks and then use the facts to make a good decision. A lot of their concerns are based on perceived risks and information rather than facts. Just like any buyer o

Primary topic: Sales Training

667 views

By Cheryl A. ClausenAug 3, 20071 topic

Sales Training Program: Is Buying Today the Only Option?

Is your sales training program helping you to be a proactive seller or a reactive seller? A reactive seller isnât really prepared for, not now. Consequently when a reactive seller is faced with buyer resistance or objections they arenât prepared to develop a positive alternative for the potential buyer. A proactive seller understands and is prepared for buyer resistance and objections and has several alternative options that move the potential buyer closer to a buying dec

Primary topic: Sales Training

667 views

By Cheryl A. ClausenNov 8, 20071 topic

Translating Concepts Into Actions For Insurance Sales Success

When 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? n n Well, yes and no. Yes, it has worked for other people. But you aren’t other people you’re you and what worked like gang busters for someone else may be a total flop for you. nn That doesn’t mean you are a failure, or that you can’t sell. It does mean

Primary topic: Sales Training

664 views

By Cheryl A. ClausenSep 4, 20071 topic

Insurance Sales Success: Reason 3 You Canât Sell

You think you need a killer presentation and itâs killing your insurance sales success. Your insurance sales success is never about a âpresentationâ. The only person a presentation is helping is you. You may be using it as a crutch so you donât forget anything, and so you have something to say. You think it helps you to move the prospect forward and gets them to buy into your line of thinking. These are all false premises and the sooner you change your thinking about

Primary topic: Sales Training

663 views

By Cheryl A. ClausenAug 25, 20071 topic

Time Management Technique: Can You Truly Get an ROI from Your Time?

This 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 do when there is time left over. Not everyone is focused on or interested in a return on their investment, but if youâre a person who likes to get a return on your investment who enjo

Primary topic: Time Management

Time Management

660 views

By Cheryl A. ClausenNov 19, 20071 topic

Insurance Sales: If You have To Cold Call

Cold 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. n n If you’re fairly new in the industry your sales manager will force you to do it, and if you’ve been in the industry awhile but you’ve never learned how to market yourself you may have to do i

Primary topic: Sales Training

659 views

By Cheryl A. ClausenNov 9, 20071 topic

Sales Techniques: Does It Make Sense To Keep Doing What Isn't Working?

Persistence 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 want. n n Sales is a numbers game for sales people who haven’t taken the time to set themselves up for success. If you don’t want to keep getting rejected and walking away withou

Primary topic: Sales Training

658 views

By Cheryl A. ClausenAug 27, 20071 topic

Success and Personal Growth: Do You Know Your Purpose?

Your 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 isnât some hidden secret that you have to uncover. It isnât something someone else can tell you or show you. Your purpose is whatever you say it is. Plain and simple. Ideally your purpose is tied to something youâre passionate about. n n Until

Primary topic: Success Principles

Success Principles

658 views

By Cheryl A. ClausenAug 1, 20071 topic

Time Management Training: You'll Never Have Free Time if You Think Your Time is Free

It doesnât matter how much time management training youâve 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 donât recognize that time is an extremely valuable resource that canât be replenished. Once your time is gone itâs gone never to return. Are you living each hour in a way that you are willing to pay for. You have 168 hours each week. As you look back ove

Primary topic: Time Management

Time Management

656 views

By Cheryl A. ClausenOct 12, 20071 topic

When Something Has To Change It's Up To You To Create That Change

When 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 whose fault it is, what does matter is that it’s your bank account that is being negatively impacted. n n Your career sales training may not have prepared you for this, but you have

Primary topic: Sales Training

655 views

By Cheryl A. ClausenJul 28, 20071 topic

Sales and Marketing Plan: You Just Need to Run Some Ads so People Will Know Who You Are

If you believe that line your sales and marketing plan is headed for zero results. Hereâs why most ads donât work: people donât read ads, you have your picture in the ad and no one cares, your ad doesnât say anything that interests your potential readers, and your ad doesnât have a valid reason for your reader to want to connect with you. Consequently you spend a lot of money running ads that get you no results now and will continue to get you zero results as long a

Primary topic: Sales Training

654 views

By Cheryl A. ClausenSep 3, 20071 topic

Success Strategy for Agents and Advisors: Turn Your Current Pain into Tomorrows Success

You didnât choose an easy business. The fact that youâre still in the business makes you not only a survivor, but a person who understands success. Yet, each day youâre faced with temporary defeats that if you allowed them to could rob you of your success. Hopefully, you also understand your future success rests in the lessons you can learn from these temporary set-backs. n n Todayâs defeats can only be temporary defeats unless you make the decision to quit. Then and

Primary topic: Success Principles

Success Principles

654 views

By Cheryl A. ClausenNov 5, 20071 topic

Insurance Sales: If You're in the Commodity Business Get Out!

There'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. n n Let the price shoppers search the internet or bother your competition for quotes, but don’t let them bother you. There is a very good reason for both you and the customer for not si

Primary topic: Sales Training

651 views

By Cheryl A. ClausenDec 7, 20071 topic

Insurance Marketing: Just Because Everyone Is Doing It Doesn't Mean It Works

Are 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 of either approach producing the results you want. n n If you’re running the same branding advertisements and offering the same boring seminar as all the other agents, no one has a

Primary topic: Marketing Strategy

Marketing Strategy

650 views

By Cheryl A. ClausenSep 3, 20071 topic

Time Management Technique for Agents and Advisors: The Chaos Comes from How You Store Your Details

This 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 required to run the business, and you have the customer level related to all the activities required to obtain and maintain a customer. The big problem here is that you try to store too much of

Primary topic: Time Management

Time Management

649 views

By Cheryl A. ClausenAug 23, 20071 topic

Insurance Sales Success: Do You Form Life-Long Relationships?

Insurance 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 youâre asking people to make decisions to avoid a pain that might not happen, and they donât want to think about, and that they think wonât happen to them. Sitting down with you is like a failing student being called to the principles office to discuss what theyâre going to have to do to pass. Does that

Primary topic: Sales Training

648 views

By Cheryl A. ClausenNov 29, 20071 topic

Insurance Sales: But They Told Me They Wanted It!

Has 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? n n If you’ve never experienced this you’ve got to be green. Every beginner and many seasoned professionals experience this and they don’t understand why it happens. The explanation is

Primary topic: Sales Training

648 views

By Cheryl A. ClausenAug 17, 20071 topic

Time Management and Stress: You Have the Power to Ease the Stress

Poor 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 can step up to the plate and take the necessary actions to ease the stress that time management causes for you. n n The stress caused from poor time management is a reflection of what is

Primary topic: Time Management

Time Management

648 views

By Cheryl A. ClausenNov 28, 20071 topic

Sales Techniques: Are You Following-up?

The 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 skills. n n You collect leads at trade shows, networking events, tips groups, etc. and you never contact the people whose card you have in your possession. These are people that you’v

Primary topic: Sales Training

644 views

By Cheryl A. ClausenSep 25, 20071 topic

Career Sales Training: What Are You Willing To Risk To Succeed?

Top 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 about calculated risks that present a greater potential for gain than what you’re doing now. Your peers may wonder what you’re doing, but when you start getting great results

Primary topic: Sales Training

643 views

By Cheryl A. ClausenDec 3, 20071 topic

Insurance Sales: I Know Just What You Need

How 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”. n n Of course, you don’t want a “no” but you don’t realize what you’re doing that is causing the “no”. So let’s replay the scenario and discover where you’re goin

Primary topic: Sales Training

640 views

By Cheryl A. ClausenOct 29, 20071 topic

Sales Techniques: You Aren't Born Creative You Become Creative

You 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. n n Creativity is just a thought process that produces ideas. To become creative you need a positive attitude. And you need to be open to allowing yourself to be creative. nn A lot of creativity is inspired by observing h

Primary topic: Sales Training

635 views

By Cheryl A. ClausenOct 26, 20071 topic

Insurance Sales: The Solution To Turning Objections Into Sales

Are 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”. n n The first reason is you fail to prepare. It isn’t like you don’t know the possible objections you’ll hear. Make a list of every question, concern, or objection the prospect could possibly throw at y

Primary topic: Sales Training

631 views

By Cheryl A. ClausenSep 3, 20071 topic

Insurance Sales Success: Number 2 Reason You Canât Sell

The second reason you canât sell is because you donât understand why your prospects donât want what you have. You have exactly what they need itâs as plain as day yet they just donât get it. How can that be? Are they just stupid or lazy or what? None of the above, you are approaching things the wrong way. n n Your prospects donât want what you have because you havenât taken the time to learn about them and their wants. Itâs that simple. If you want to be a sal

Primary topic: Sales Training

627 views

By Cheryl A. ClausenSep 26, 20071 topic

Insurance Agents & Financial Advisors: Wealth Building is not Directly Proportional to Effort Exerted

There 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. It just burns you out and destroys your self-confidence and leaves you broken with little to show for all your hard work. Doing “what everyone else does” isn’t how you wor

Primary topic: Sales Training

621 views

By Cheryl A. ClausenOct 11, 20071 topic

Whose Future Are We Talking About?

You 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 wrong with this picture? n n First, you have to realize that most of the people you meet with are skeptical and leery. A recent commercial about the consumer who’s thinking aloud and w

Primary topic: Sales Training

621 views

By Cheryl A. ClausenSep 17, 20071 topic

Insurance Sales Success: Reason Number 13 You Canât Sell

You donât 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 some point youâll be able to get them to do business with you. If thatâs your thought process realize this is a guaranteed way to keep you really busy with little or any production t

Primary topic: Sales Training

619 views

By Cheryl A. ClausenAug 7, 20071 topic

Insurance Sales Success: Do You Really Want the Price Shoppers?

I canât count the number of offers I get from desperate insurance agents offering a free insurance review. Whatâs 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? If you ever want insurance sales success you want to avoid price shoppers like the unwanted plague they are. n n You canât build a successful insurance business on a foundation of pric

Primary topic: Sales Training

616 views

By Cheryl A. ClausenNov 14, 20071 topic

You Can Tell Who Will Succeed Based On Their Speed of Implementation

Successful 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. n n Plus unsuccessful people don’t take action because they have to ask everyone around them for their opinion. And usually the people around unsuccessful aren’t successful people. So, why would you ask someone who can

Primary topic: Success Coaching

Success Coaching

614 views

By Cheryl A. ClausenSep 7, 20071 topic

Insurance Sales Success: Reason Number 6 You Can't Sell

You struggle with insurance sales success because you think everyone is your prospect. No, everyone isn’t a prospect and most of the people you try to appoint aren’t even suspects. You can change your success by changing who you try to appoint. n n Your insurance sales success increases when you only appoint prospects and qualified prospects. In the world at large there are people who have no need for what you have to offer. There are people who are suspects. Susp

Primary topic: Sales Training

606 views

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