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Articles from Cheryl Clausen | Selfgrowth.com
- You Have To Work Hard To Increase Sales? - by Submitted on Mar 11, 2008 from Cheryl ClausenWell, 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. If you aren’t producing the results you want now you think you ...
Views: 796 - You Can Laugh At Closing Fears, Says The Sales Coach - by Submitted on Mar 10, 2008 from Cheryl ClausenYou’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 ...
Views: 848 - Has The Secret To Increased Sales Been Discovered? - by Submitted on Mar 07, 2008 from Cheryl ClausenAbsolutely. 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 ...
Views: 822 - Can You Pass this Sales Test, Asks The Sales Coach? - by Submitted on Mar 06, 2008 from Cheryl ClausenBeyond 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?” The first ...
Views: 852 - How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales - by Submitted on Mar 05, 2008 from Cheryl ClausenOne 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 ...
Views: 806 - If You Can Do This You Can Increase Sales - by Submitted on Mar 04, 2008 from Cheryl ClausenSalespeople 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. What most people either don’t realize ...
Views: 848 - Which Of These 5 Sales Struggles Would You Like To End? - Sales Coach - by Submitted on Mar 03, 2008 from Cheryl ClausenWorking 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 ...
Views: 822 - Give Me 90 Days And I'll Give You A Plan For Phenomenal Success - by Submitted on Feb 28, 2008 from Cheryl ClausenTop 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 ...
Views: 881 - Master The Big 3 Of Attraction, Assistance, And Alignment And There's Simply No Way to Fail - by Submitted on Feb 27, 2008 from Cheryl ClausenAt 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 ...
Views: 802 - How Sales Training Keeps You From Sales Success - Sales Coaching - by Submitted on Feb 26, 2008 from Cheryl ClausenHow 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 ...
Views: 830 - The Best Sales Pro Around Teaches Others His Secrets - Sales And Selling Technique - by Submitted on Feb 25, 2008 from Cheryl ClausenDrum 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. Yes, if you didn’t go out searching for your dog if you ended up bringing home a dog you ...
Views: 766 - Pay For Your Life Insurance Now...Cash in After Your Death - Insurance Sales Success - by Submitted on Feb 25, 2008 from Cheryl ClausenWait 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? ...
Views: 795 - How A Strange Envelop Saved Bob From An Empty Appointment Book - Sales Coaching - by Submitted on Feb 25, 2008 from Cheryl ClausenBob, 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 ...
Views: 843 - Do You Have What It Takes To Increase Sales? - Sales Coaching - by Submitted on Feb 22, 2008 from Cheryl ClausenMany 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. If you’re in a service ...
Views: 810 - Free To Insiders...$2 To Everyone Else - Sales And Selling Technique - by Submitted on Feb 22, 2008 from Cheryl ClausenAre 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 ...
Views: 858 - Diary Of A Lonesome Insurance Salesman - Insurance Sales Success - by Submitted on Feb 22, 2008 from Cheryl ClausenWhen 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? Well, at least ...
Views: 898 - Sales And Selling Technique: Sweeps Week - by Submitted on Feb 21, 2008 from Cheryl ClausenDuring 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 ...
Views: 886 - Sales And Selling Technique: The 2 Most Underperformed Steps In Sales - by Submitted on Feb 20, 2008 from Cheryl ClausenDo 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. The first two steps in the sales process happen long before the appointment. Step one is to ...
Views: 833 - Sales Coaching: 2 More Bite The Dust...Don't Let It Be You - by Submitted on Feb 20, 2008 from Cheryl ClausenThe 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 ...
Views: 814 - Help, I Can't Sell - Insurance Sales Success - by Submitted on Feb 20, 2008 from Cheryl ClausenOh 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? First, stop the conversation ...
Views: 944 - Sales And Selling Technique: Oh, Now That I'm Mad You Pay Attention to Me? - by Submitted on Feb 19, 2008 from Cheryl ClausenDo 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 ...
Views: 852 - Sales Coaching: How Much Time Do You Spend Actively Selling? - by Submitted on Feb 19, 2008 from Cheryl ClausenProudfoot 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, ...
Views: 1299 - Sales Coaching: 7 Steps To Turning Bizop To Biz Reality - by Submitted on Feb 19, 2008 from Cheryl Clausen”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. ...
Views: 1075 - Insurance Sales Success: 7 Steps To Increased Production - by Submitted on Feb 18, 2008 from Cheryl ClausenIncrease 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. First, identify 3 ...
Views: 1032 - Sales And Selling Technique: Problems Closing? - by Submitted on Feb 18, 2008 from Cheryl ClausenDo 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? ...
Views: 824 - Sales Coaching: Why Don't My Actions Produce the Results I Want? - by Submitted on Feb 18, 2008 from Cheryl ClausenDo 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. To get what you want you have to know what you ...
Views: 856 - Sales And Selling Technique: Turning A So-So Idea Into One That Works - by Submitted on Feb 15, 2008 from Cheryl ClausenAs 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 ...
Views: 867 - Insurance Sales Success: Turning Setbacks Into Comebacks - by Submitted on Feb 15, 2008 from Cheryl ClausenSetbacks 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. With persistence and ...
Views: 885 - Sales Coaching: Attitude Blocking Opportunities? - by Submitted on Feb 15, 2008 from Cheryl ClausenDo 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. Are you like Bob or ...
Views: 872 - Insurance Sales Success: Achieving Growth - by Submitted on Feb 13, 2008 from Cheryl ClausenIf 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 ...
Views: 907 - Sales And Selling Technique: Don't Go For The Close Too Soon - by Submitted on Feb 13, 2008 from Cheryl ClausenOne 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 ...
Views: 891 - Sales Coaching: Watch These 3 Things As Your Sales Grow - by Submitted on Feb 13, 2008 from Cheryl ClausenWhoo 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. ...
Views: 771 - Insurance Sales Success: Do You Have What It Takes To Make A Match? - by Submitted on Feb 12, 2008 from Cheryl ClausenWhen 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 ...
Views: 824 - Consultative Selling: Persuasion Not Manipulation - by Submitted on Feb 12, 2008 from Cheryl ClausenDo 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. One of ...
Views: 2216 - Sales Coaching: I'm Just Looking Means... - by Submitted on Feb 12, 2008 from Cheryl ClausenOk, 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? What does “I’m ...
Views: 780 - Sales Coaching: Outcome Or Opportunity - by Submitted on Feb 11, 2008 from Cheryl ClausenDo 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. Many people view getting the attention of a prospect as the outcome. ...
Views: 773 - Sales Coaching: 3 Skills To Focus On - by Submitted on Feb 11, 2008 from Cheryl ClausenA 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 ...
Views: 1067 - Sales Coaching: 3 Ways To Simplify The Solution - by Submitted on Feb 11, 2008 from Cheryl ClausenSelling 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 ...
Views: 798 - Sales Training For Women: Increasing Your Sales Effectiveness - by Submitted on Feb 07, 2008 from Cheryl ClausenIn 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 ...
Views: 889 - Sales Coaching: Ugly Sales Is Not For You - by Submitted on Feb 07, 2008 from Cheryl ClausenIf 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. ...
Views: 843 - Career Sales Training: How Do You Drum Up Business? - by Submitted on Feb 07, 2008 from Cheryl ClausenYou 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. ...
Views: 825 - Sales Coaching: 9 Mistakes That Will Cause You To Fail - by Submitted on Feb 06, 2008 from Cheryl ClausenI 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 ...
Views: 834 - Sales Coaching: 5 Reasons You Can't Close - by Submitted on Feb 05, 2008 from Cheryl ClausenWhen 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 ...
Views: 837 - Individual Sales Training: Can You Sell? - by Submitted on Feb 05, 2008 from Cheryl ClausenEven 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 ...
Views: 788 - Individual Sales Training: What Does Your Client Want From You? - by Submitted on Feb 04, 2008 from Cheryl ClausenYour 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 ...
Views: 794 - Career Sales Training: Tell Me A Sales Story - by Submitted on Feb 01, 2008 from Cheryl ClausenYou 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 ...
Views: 942 - Sales Coaching: 7 Mistakes That Are Screwing Up Your Sales - by Submitted on Jan 31, 2008 from Cheryl ClausenYou 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 ...
Views: 774 - 5 Sales Training Tips For Women Who Want To Be Great - by Submitted on Jan 30, 2008 from Cheryl ClausenWhy 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. Don’t try and make sales more complicated than it needs to be. Understand that there are ...
Views: 798 - 5 Sales Coaching Tips To Get More Appointments - by Submitted on Jan 29, 2008 from Cheryl ClausenWhat 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. Your current efforts to fill your appointment calendar may not be working because ...
Views: 851 - Professional Sales Coaching: 5 Hidden Objections - by Submitted on Jan 28, 2008 from Cheryl ClausenYou “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. The 5 ...
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