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Articles from Cheryl Clausen | Selfgrowth.com
- Time Management Technique: Chunk, Block & Tackle - by Submitted on Sep 27, 2007 from Cheryl ClausenIf you have projects and clutter that are so overwhelming you just can’t bring yourself to even start them, this time management technique is for you. Does your office or garage look like the city dump with heaping piles of both good and useless stuff everywhere? This is an example of ...
Views: 5225 - 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: 5045 - Time Management Tip: What Type of Learner are You? - by Submitted on Sep 22, 2007 from Cheryl ClausenYou may be wondering how there can be a correlation between how you like to learn and a time management tip, but there is. The way you learn is also the way you like to process information. When you can get information in the format you like to learn in, you can save yourself time and make ...
Views: 4721 - 3 Steps To Increase Your Insurance Sales Results - by Submitted on Oct 10, 2007 from Cheryl ClausenYou can get better results than you are now. All it takes is three simple steps leading to better actions. You have a sales plan now, right? But if you aren’t getting the results you want there is something wrong with your plan that is keeping you from getting what you want. ...
Views: 3652 - 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: 3543 - Effective Time Management Skill: Are You a Waffler? - by Submitted on Aug 27, 2007 from Cheryl ClausenEffective time management skills start with decisions. Do you have trouble making decisions? Do you make decisions by not making decisions? After you make decisions you do change your mind? If this sounds like you, you may be a waffler. Waffling is a time management killer. Why is it ...
Views: 2364 - 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: 2245 - 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: 2062 - Personal Time Management: Are You Focused on being Effective? - by Submitted on Aug 29, 2007 from Cheryl ClausenIs your personal time management efficiency driven or effectiveness driven? Efficiency comes from doing things right the first time. The adage goes, if you don’t have time to do it right the first time when will you ever have time to do it right the second time. Perhaps the real question is, ...
Views: 1583 - 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 ...
Views: 1388 - Success and Personal Growth: Refuse to Accept Defeat - by Submitted on Sep 07, 2007 from Cheryl ClausenLearning that everything is a potential opportunity requires personal growth that leads to success. When things don’t go the way you want them to, or how you planned it’s easy to hang your head in defeat. But you can’t actually ever be defeated if you refuse to accept defeat. ...
Views: 1374 - 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: 1331 - Time Management Technique: Sticky Note Mania - by Submitted on Aug 03, 2007 from Cheryl ClausenAre you trying to find your life under a blizzard of sticky notes? If someone visited your home or office and began to look around would they find a sticky note in, on , or around almost every area and everything? Perhaps a good time management technique for you is to evaluate your use of one ...
Views: 1305 - 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: 1272 - Is Poor Time Management Keeping You From The Business Success You Want? - by Submitted on Oct 12, 2007 from Cheryl ClausenYou're either directly responsible or overseeing all functions, and you’re overwhelmed by the details. Rather than focusing on the important you seem to fight the fires and at the end of the day you aren't sure if you've really invested your time in the best way. Long-term your time ...
Views: 1271 - 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: 1167 - 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: 1099 - 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: 1096 - Time Management Stress: Peak Performance - by Submitted on Sep 07, 2007 from Cheryl ClausenFocusing on peak performance can reduce your time management stress. Throughout your waking hours you have times when you are at you’re best mentally and times when you’re at your best physically. If possible you want to organize your activities around your peak times and where ...
Views: 1071 - 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: 1051 - 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: 1035 - Success Maker: Do You Have What it Takes to Develop Self-accountability? - by Submitted on Aug 05, 2007 from Cheryl ClausenSuccess makers hold themselves accountable. True success comes from holding yourself accountable to accomplish the targets you set. Success makers know what to track and measure. True progress can only happen when you’re tracking and measuring the right things. You know what to track and ...
Views: 1034 - 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: 1032 - Success Maker: Help others to be Greater than You - by Submitted on Aug 10, 2007 from Cheryl ClausenIf you want success you will need to be a success maker to get it. You may have the initial idea that makes your success possible, but no matter what your idea you’ll need others to reach success yourself. You can’t become greater and more successful if you’re looking to build your foundation ...
Views: 1018 - Time Management Strategy: Why Are You Meeting? - by Submitted on Sep 14, 2007 from Cheryl ClausenThis time management strategy will help you to make better decisions about meetings. People just love to hold meetings, don’t they? You can schedule meetings, plan on who to include in the meeting, prepare an agenda for the meeting, decide on when and where to hold the meeting, etc. All in ...
Views: 984 - 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: 968 - 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: 966 - 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: 963 - 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: 955 - Time Management Skill: How To Let Go Of The Excess & Reduce Your Stress - by Submitted on Sep 26, 2007 from Cheryl ClausenClutter is an enemy of time management. Some people more than others have a need to save everything, but doing so increases your stress and reduces your efficiency. A long time ago a friend of mine made the statement that possessions always cost you more in time and money than the purchase ...
Views: 940 - 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: 934 - 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: 933 - Time Management Training: Excuse Me, Do You have a Quick Moment? - by Submitted on Aug 08, 2007 from Cheryl ClausenHow often do you hear that innocent little request throughout your day? Depending on who you are your reaction will be very different. If you’re a people person you’ll welcome the interruption and be more than willing to put everything else aside to focus on the other person. If you’re a task ...
Views: 931 - Master Success: How Do You Define Success? - by Submitted on Oct 04, 2007 from Cheryl ClausenSuccess means different things to different people. You may evaluate your success by: what you can buy, how you get paid, or what you can do. When most people are asked what success means to them they start off listing things they could buy, or the amount of money they would have. Sometimes ...
Views: 921 - Success Strategy: Use Your Desire, Belief, and Persistence Until You Succeed - by Submitted on Aug 25, 2007 from Cheryl ClausenDesire, belief, and persistence could be called the three sisters of any success strategy. Why are they so important? No matter how you define success or what you have to do to get there you will face obstacles and challenges along the way. Without sufficient desire for the prize, without ...
Views: 921 - 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: 916 - 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: 916 - Key to Success: Use Your Natural Motivation - by Submitted on Aug 16, 2007 from Cheryl ClausenYour motivation is a key to your success. Have you ever noticed that you find some types of work to be fulfilling and rewarding, while other types of work are just a sheer drudgery and stressful? The reason some things are enjoyable for you and others are just painful is because the things you ...
Views: 915 - 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: 913 - Sales and Selling Technique: Do You have a Daily Sales Plan? - by Submitted on Aug 29, 2007 from Cheryl ClausenA daily sales plan is a great sales and selling technique. Your daily sales plan isn’t just showing up for work each day making calls, and setting and holding appointments. That’s what I call “hopium”. When your plan is “hopium” you’re just showing up, going through the motions of sales, and ...
Views: 912 - 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: 912 - 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: 910 - 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: 910 - 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: 904 - 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: 903 - Time Management Tip: Do You Track Your Sales Funnel? - by Submitted on Oct 08, 2007 from Cheryl ClausenSales 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 ...
Views: 899 - Investment Sales Success: Are You Creating a Buying Atmosphere? - by Submitted on Aug 15, 2007 from Cheryl ClausenLong-term investment sales success requires a buying atmosphere. In a buying atmosphere: you both know why you’re meeting, you both feel comfortable and share open communication, and you’re both focused on one thing; the best outcome for the customer. It takes pre-work to create the most ...
Views: 896 - 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: 891 - 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: 880 - 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 ...
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