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Articles from Cheryl Clausen | Selfgrowth.com
- Insurance Marketing: Just Because Everyone Is Doing It Doesn't Mean It Works - by Submitted on Dec 07, 2007 from Cheryl ClausenAre you trying to attract clients the same way everyone else is trying to attract clients? Are you using traditional marketing and wondering why it isn't working? Traditional marketing and also run marketing just aren’t worth your time and efforts because there is very little likelihood ...
Views: 532 - Sales Techniques: Fail To Plan, Plan To Fail - by Submitted on Dec 07, 2007 from Cheryl ClausenYou'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 ...
Views: 810 - Insurance Sales: Discovery Or Interrogation - by Submitted on Dec 07, 2007 from Cheryl ClausenYou 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. Questions serve as a ...
Views: 1940 - Insurance Sales: Do You Hate To Prospect? - by Submitted on Dec 06, 2007 from Cheryl ClausenEven members of the MDRT will tell you they don’t really like prospecting, but they know it’s something they have to do. Prospecting should be something you look forward to with excited anticipation because you can’t sell anyone anything until you have someone to talk to, but ...
Views: 603 - Sales Symphony - by Submitted on Dec 05, 2007 from Cheryl ClausenHave you ever played the piano? If you’ve ever learned to play the piano, or any other musical instrument for that matter, you know that at first the learning process is very mechanical. First, you have to figure out what keys relate to what note. Then you begin to methodically try and ...
Views: 505 - Insurance Sales: I Know Just What You Need - by Submitted on Dec 03, 2007 from Cheryl ClausenHow many times have you met with a prospect, heard what they said, and then offered a solution only to be told “no”? More often than not, right? Well you may be causing yourself to get a “no” when you should be getting a “yes”. Of course, you ...
Views: 475 - Insurance Sales: But They Told Me They Wanted It! - by Submitted on Nov 29, 2007 from Cheryl ClausenHas a prospect ever told you they wanted to buy, and then changed their mind? Or they bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. Were you left wondering how that could happen when they seemed so excited and on board? If ...
Views: 493 - Insurance Marketing: Why Aren't These Sales Letters Working? - by Submitted on Nov 28, 2007 from Cheryl ClausenYou 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 ...
Views: 806 - Sales Techniques: Are You Following-up? - by Submitted on Nov 28, 2007 from Cheryl ClausenThe ugly truth is that most salespeople have poor or non-existent follow-up. And you have all kinds of excuses for why you don't do it. Let’s take a look at them, and you’ll begin to understand that a lot of your sales struggles are the result of your behaviors rather than your ...
Views: 465 - Insurance Sales: A Needs Analysis Isn't A Product Sales Tool - by Submitted on Nov 28, 2007 from Cheryl ClausenAfter 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. You see when you do a needs ...
Views: 1045 - Do You Have The Enthusiasm Of A Top Producer? - by Submitted on Nov 28, 2007 from Cheryl ClausenI don't mean the hyper-active jumping up and down talking too much enthusiasm of a person who lacks self-control. I do mean your energy and the way you control that energy, and how it's conveyed to potential buyers. It’s been said many times and it’s still true that the first ...
Views: 528 - Want To Work With Customers Who'll Get You the Greatest Return on Your Time Investment? - by Submitted on Nov 28, 2007 from Cheryl ClausenIt'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. The customers with the greatest potential for you ...
Views: 770 - Sales Techniques & You - by Submitted on Nov 26, 2007 from Cheryl ClausenHave you read, studied, perhaps even trained on the sales techniques offered by the best salespeople out there yet they just don't seem to work when you do them? Are you frustrated and confused as to why and how that could happen? Whether you’ve studied Zig Ziglar, Tom Hopkins, Jeffrey ...
Views: 523 - Insurance Marketing: 23 Ways You Can Market Yourself - by Submitted on Nov 26, 2007 from Cheryl ClausenIs the problem that you can't sell or that you don't have anyone to sell to? If you're like most agents your number one problem is generating qualified leads. By qualified leads I mean someone who fits your description of an ideal client, who wants what you have, who can make a ...
Views: 562 - Are Your Insurance Sales Hot Like A Bowl Of Chili? - by Submitted on Nov 26, 2007 from Cheryl ClausenIf your sales aren't hot you may be frustrated and confused. You know the sales and marketing systems you're using are working for others, but they aren't working for you. How or why can that be? Because you’re reading this article I’m pretty confident that you have at ...
Views: 504 - Insurance Sales: Closing Anxiety? - by Submitted on Nov 20, 2007 from Cheryl ClausenWhy do perfectly normal people break out in a sweat when it comes time to close the deal? Normal people have closing anxiety because they haven't properly handled the earlier steps in the sales process. Closing should be nothing more than a natural conclusion to a selling conversation. ...
Views: 610 - Time Management Tips To Get Top Sales People Focused On The Right Things - by Submitted on Nov 19, 2007 from Cheryl ClausenAs 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 ...
Views: 690 - You Can't Sell Insurance To People Who Don't Want To Be Sold To - by Submitted on Nov 19, 2007 from Cheryl ClausenYet, you waste a ton of time and energy trying to do just that. When you could be selling a whole lot more insurance, and doing a whole lot less work if you just knew how. Instead of trying to convince a suspect, only focus your efforts on people who’ve already decided they want what you ...
Views: 527 - Insurance Sales: If You have To Cold Call - by Submitted on Nov 19, 2007 from Cheryl ClausenCold calling would never be my first recommendation for success, but there are times when you may have no alternative. So, why not learn how to do it well if you have to do it anyway. There are a few simple things you can do to do it better and have greater success. If ...
Views: 505 - Insurance Marketing: Are You Recession Proof? - by Submitted on Nov 19, 2007 from Cheryl ClausenThere are three approaches you can take if the forecasted recession becomes a reality. You can watch it happen and allow it to determine your future, you can hunker down hoping to survive it, or you can develop a plan to grow because of the recession. The choice and the result is yours. ...
Views: 610 - Insurance Sales: How To Get Referrals & Never Be Pushy - by Submitted on Nov 14, 2007 from Cheryl ClausenThe 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. Choke, ...
Views: 1174 - You Can Tell Who Will Succeed Based On Their Speed of Implementation - by Submitted on Nov 14, 2007 from Cheryl ClausenSuccessful people immediately take action to implement their plans and ideas. In contrast, unsuccessful people rarely ever implement anything they learn. They get caught in the learning and analysis trap and can’t move forward and take action. Plus unsuccessful people don’t ...
Views: 465 - Time Management Tips: Are You Spinning Your Wheels Chasing Down Call Backs? - by Submitted on Nov 14, 2007 from Cheryl ClausenThis time management tip is for sales professionals/business owners helping them to be more time effective and increase their sales. You like activity and lots of it because you think if you’re taking action you’re being productive but frequently you’re shooting yourself in ...
Views: 611 - Insurance Sales: Are You Winning The Sale before The Sale? - by Submitted on Nov 12, 2007 from Cheryl ClausenIsn't it true that before you can ever sell anyone anything you have to sell them on having an appointment? Do you find it challenging to fill your appointment book? Wouldn’t you like to hold appointments each week with people who are genuinely interested in doing business with you? ...
Views: 535 - Do You Know How To make Your Plans For Success Come To Life? - by Submitted on Nov 12, 2007 from Cheryl ClausenIf 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. You have to develop the power to turn plans into actions. You have to develop the ...
Views: 670 - Time Management Tips: Do You Break It Down Into Actions? - by Submitted on Nov 12, 2007 from Cheryl ClausenThis one simple idea will help you to feel less stressed. Plus you'll make better use of the time you have. And all it takes is analyzing the whole of any project to break it down into the individual actions you will take or delegate. Let’s be clear about what constitutes a ...
Views: 549 - Sales Techniques: Does It Make Sense To Keep Doing What Isn't Working? - by Submitted on Nov 09, 2007 from Cheryl ClausenPersistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid. But you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you’ll eventually get what you ...
Views: 513 - Success Is Easy You Make It Hard - by Submitted on Nov 09, 2007 from Cheryl ClausenYou make it hard by telling yourself it's hard. You make it hard by avoiding action. The combination of your thoughts and your inaction is ruining any chance you have for success. Successful people think and act differently than unsuccessful people. You can adopt the thinking and the ...
Views: 643 - Time Management Tips: Do You Have Goals? - by Submitted on Nov 09, 2007 from Cheryl ClausenGoals can help you to make the most effective use of your time. Most people understand that goals are important but they aren't very good at setting and getting them. And that creates a lack of focus and that lack of focus causes you to make poor time related decisions. One reason people ...
Views: 574 - Time Management Tips: Do You Act before You Think? - by Submitted on Nov 08, 2007 from Cheryl ClausenDo you start your day running to your first appointment? How often do you get to your first appointment only to find that you don't have what you need? These are clear signs that it’s time for you to slow down, and plan what you’re going to do before you take action. I know it ...
Views: 573 - Are Blaming And Complaining Habits That Are Keeping You From Success? - by Submitted on Nov 08, 2007 from Cheryl ClausenUntil 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. Whether you ...
Views: 910 - Translating Concepts Into Actions For Insurance Sales Success - by Submitted on Nov 08, 2007 from Cheryl ClausenWhen you begin to learn how to sell you’re learning at a conceptual level. Everything you read and hear sounds pretty good. After all it has worked for other people it should work for you, right? Well, yes and no. Yes, it has worked for other people. But you aren’t other ...
Views: 535 - Insurance Sales: If You're in the Commodity Business Get Out! - by Submitted on Nov 05, 2007 from Cheryl ClausenThere's plenty of competition for the price shoppers, and you don't want to play that game. Price shoppers are the worst clients you could ever ask for, so why would you ever want to attract them? But that’s exactly what you’re doing when you offer to quote someone insurance. ...
Views: 470 - Success Through Continuous Action - by Submitted on Nov 02, 2007 from Cheryl ClausenTo 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. Most people lack the persistence to take action each and every day. To succeed you must have a clear plan for what ...
Views: 657 - Time Management Tips: Don't Know What To Do Next? - by Submitted on Nov 02, 2007 from Cheryl ClausenWhen you look at everything you need to do are you feeling overwhelmed, and you don't know where to start? Are you even sure if you know everything you have to do? There are a few time management techniques you can use to get unstuck and going again. Begin by taking stock. Get out a ...
Views: 614 - Insurance Sales: Aren't You Selling Money At A Discount? - by Submitted on Nov 02, 2007 from Cheryl ClausenAren'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. Dan Kennedy talks about the technique of selling money at a discount. And that’s exactly what you should ...
Views: 930 - Sales Techniques: Do You have a Strategic Sales Action Plan? - by Submitted on Nov 02, 2007 from Cheryl ClausenDo 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. Let’s begin by identifying the key ...
Views: 3431 - Insurance Sales: When You Make The Complicated And Confusing Simple You Win - by Submitted on Nov 01, 2007 from Cheryl ClausenFace it most people don't really understand insurance and they don't want to. When you make the complicated simple people will buy and they will buy from you. And there are two very good reasons for that. First, when you make it simple you remove a lot of the risk involved in a ...
Views: 464 - Insurance Sales: If You Can't Reduce Their Risk You Can't Earn the Sale - by Submitted on Oct 31, 2007 from Cheryl ClausenWhy don't prospects buy? It's no secret they don't buy because they feel buying is too risky. And they have a very valid concern. With the wrong decision they can get locked into products that are completely wrong for them and too costly to walk away from. It’s your job to ...
Views: 526 - Success - Do You Care Enough To Keep Trying? - by Submitted on Oct 31, 2007 from Cheryl ClausenMost people are looking for the instant path to success. They want success and they want it now and they don't want any challenges or obstacles along the way. Yet common sense tells you there’s no such thing as a free lunch, so how can you expect to have an idea and then have that idea ...
Views: 641 - Time Management Tips: It Isn't About Doing more It's About Being More Effective - by Submitted on Oct 31, 2007 from Cheryl ClausenDo you think time management tips are ideas to help you cram more into your day? Are you stressed out, exhausted, and irritable because you’re working so hard? It’s time for a time out. I hate to tell you this, but you’re focusing on the wrong things. If you think you ...
Views: 626 - Insurance Sales: The Secret Weapon For Influencing People - by Submitted on Oct 29, 2007 from Cheryl ClausenThe secret to influence isn't what you probably expect. The big secret to powerful influence is in the way you listen. You have to know how to listen to unlock this powerful influencing force. Effective listening isn’t a natural skill and you make it unnecessarily hard for ...
Views: 546 - Sales Techniques: You Aren't Born Creative You Become Creative - by Submitted on Oct 29, 2007 from Cheryl ClausenYou probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought ...
Views: 502 - Success: Wear Your Courage On Your Sleeve - by Submitted on Oct 29, 2007 from Cheryl ClausenDo 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. Success requires heavy investment of your time, ...
Views: 850 - Time Management Tips: Use The Power Of Positive Change Within You - by Submitted on Oct 29, 2007 from Cheryl ClausenThe 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? Your thoughts determine your actions and your ...
Views: 698 - Insurance Sales: The Solution To Turning Objections Into Sales - by Submitted on Oct 26, 2007 from Cheryl ClausenAre you tired of hearing "no" and "not now" when the answer should be "yes"? Accept responsibility and start getting "yes". There are three reasons you’re being told “no” and “not now” when the answer should be “yes”. The first reason is ...
Views: 497 - Success: You Can't Succeed If You Can't Make A Decision - by Submitted on Oct 26, 2007 from Cheryl ClausenDo 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. Develop the habit of making decisions quickly. You think ...
Views: 4868 - Time Management Tips: Which Of These Mistakes Are Costing You Time? - by Submitted on Oct 26, 2007 from Cheryl ClausenEffective 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 ...
Views: 531 - Confusing Activity With Results Leads To Poor Time Management: Time Management Tip - by Submitted on Oct 17, 2007 from Cheryl ClausenSales people like action. You're high energy and you'd rather be out shaking the bushes than sitting in the office. That’s a good quality as long as you’re taking action on the right things. Because you’re a high energy person in a demanding business responsible for your ...
Views: 546 - You Can't Excuse Your Way To Success: Law of Success - by Submitted on Oct 17, 2007 from Cheryl ClausenThere are 3 habits you have to have to succeed. And the negative of these 3 habits will lead to your failure every time. If you make excuses for yourself, if you don’t proactively work to develop yourself, and if you hang around negative and/or unethical people you will fail at anything ...
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