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Articles from Cheryl Clausen | Selfgrowth.com
- 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: 878 - Fundamentals of Success: What are You Willing to Give for Success? - by Submitted on Aug 30, 2007 from Cheryl ClausenOne fundamental of success is that you won’t get a free ride to success. If you want success you have to know what you’re 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 ...
Views: 877 - 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: 875 - 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: 874 - 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: 873 - 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: 871 - 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: 871 - 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: 862 - 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: 860 - Are You A Time Management Strategy Victim? - by Submitted on Oct 15, 2007 from Cheryl ClausenDo 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. Blaming ...
Views: 858 - 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: 858 - 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: 853 - 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: 851 - 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: 851 - 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: 851 - 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: 850 - Is Time Your Greatest Enemy? - by Submitted on Jul 09, 2007 from Cheryl ClausenNearly every business owner and professional service organization I know lacks one major thing, time! 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 ...
Views: 850 - 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: 849 - 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: 842 - Success & Personal Growth: Do You Have Success Habits? - by Submitted on Oct 02, 2007 from Cheryl ClausenAchieving 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 ...
Views: 838 - 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: 835 - 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: 831 - Time Management Tip: Communication Costing You Time? - by Submitted on Aug 13, 2007 from Cheryl ClausenThis 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 ...
Views: 829 - 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: 829 - Success Strategy: You'll Need a Definite Desire - by Submitted on Aug 15, 2007 from Cheryl ClausenA 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 it’s really easy to get derailed on your journey toward success, and sometimes you can’t get back on ...
Views: 829 - Time Management Strategy: Procrastination Caused by being a Perfectionist - by Submitted on Jul 21, 2007 from Cheryl ClausenYou are a perfectionist and you can’t help it, but it’s causing you a lot of grief. You just can’t 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 ...
Views: 829 - 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: 829 - 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: 826 - Insurance Agents and Financial Advisors: Do You have a Business Strategy? - by Submitted on Sep 17, 2007 from Cheryl ClausenEach day as you meet with your clients you challenge them about the future they want, and the one they’ll get if they continue as they are today. When was the last time you looked at your business to see if the path you’re on today matches what you want for your future? Do you have a strategic ...
Views: 824 - 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: 824 - Sales Development Training: Why do People Buy? - by Submitted on Aug 20, 2007 from Cheryl ClausenUnderstanding 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 ...
Views: 823 - 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: 822 - Investment Sales Success: If You Want to Sell them You Have to Feed Them - by Submitted on Jul 23, 2007 from Cheryl ClausenHow’s the seminar/dinner approach working for your investment sales success? If your offer has real educational value you don’t have to bribe people to come by offering them a free dinner. If you can’t get people to attend your seminars now unless you offer some kind of free food it can only ...
Views: 820 - 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: 817 - 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: 816 - 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: 813 - 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: 812 - Insurance Agents & Financial Advisors: How Can You Succeed When So Many Others Fail? - by Submitted on Sep 25, 2007 from Cheryl ClausenLess 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, ...
Views: 809 - 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: 803 - 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: 802 - 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: 802 - 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: 798 - 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: 798 - Fundamentals of Success: How do You Handle Temporary Defeat? - by Submitted on Aug 20, 2007 from Cheryl ClausenA 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 ...
Views: 796 - 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: 795 - Time Management Technique: Do You Have What it Takes to Become a Person Who Has All the Free Time You Want? - by Submitted on Jul 19, 2007 from Cheryl ClausenEveryone can have what it takes to have all the free time they want once they understand what they need and how to do it using specific time management techniques. You certainly know how you are doing things now and you realize that if you keep doing what you’ve been doing you’ll keep getting ...
Views: 789 - Law of Success: Integrity - by Submitted on Aug 14, 2007 from Cheryl ClausenAre you in integrity with yourself? Each day as you live your life you have internal conversation that only you know about all day long. When you tell yourself that you’re going to do something and you do, you stay in integrity with yourself. Staying in integrity with yourself is essential to ...
Views: 787(1 vote) - 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: 786 - Career Sales Training: Are You Accidentally Successful? - by Submitted on Oct 04, 2007 from Cheryl ClausenYou’ve said it, I know you have. At one point or another you’ve looked at the results achieved by another sales person and you thought to yourself that person sure is lucky. Those who have tremendous success in their sales careers are never lucky. They’re never accidentally ...
Views: 785 - 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 ...
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