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Articles from Cheryl Clausen | Selfgrowth.com
- 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: 579 - 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: 715 - 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: 2066 - 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: 703 - 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: 1277 - 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: 574 - 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: 622 - 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: 605 - 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: 596 - 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: 660 - 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: 592 - 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: 534 - 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: 898 - Investment Sales Success: Do You Have the Right Associations? - by Submitted on Aug 25, 2007 from Cheryl ClausenIf you want investment sales success you will need to develop the right associations. There are three types of associations that will be the most valuable to you: other successful people, networking affiliations, and experts to guide you where you need to go when you need to get there. You ...
Views: 561 - 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: 825 - 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: 1272 - 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: 854 - Key to Success for Agents and Advisors: Are You Limited by Your Thoughts? - by Submitted on Sep 05, 2007 from Cheryl ClausenOvercoming your limiting beliefs is the key to unlock your success. You may not even realize it, but you hold limiting beliefs that are preventing you from having success now or ever. Until you identify your limiting beliefs, and change those beliefs you will continue to struggle trying to ...
Views: 659 - Key to Success: Are You Consistently & Persistently Taking the Wrong Action? - by Submitted on Sep 17, 2007 from Cheryl ClausenConsistently having the persistence to do what you need to do is a key to success. But if you’re consistently and persistently taking the same actions, and they aren’t producing the desired result it’s time to reevaluate. You can’t expect different results from something you’ve proven doesn’t ...
Views: 638 - 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: 920 - Key to Success: You Have To Be Able To Organize The Details - by Submitted on Oct 01, 2007 from Cheryl ClausenLeadership is a key to success. There are certain leadership flaws that will cause you to fail. One of these flaws is the inability to organize the details. You have to effectively organize and master the details for success. There are way too many things you could be doing and way too ...
Views: 654 - Law of Success: Are You Truly Persistent? - by Submitted on Aug 24, 2007 from Cheryl ClausenPersistence is a necessary element of the Law of Success. Persistence is the quality of continuing steadily despite problems or obstacles. Those who are persistent demonstrate initiative, beliefs, and the will to win. When you are persistence you will develop your own initiatives from ...
Views: 770 - Law Of Success: Do You Know What You're Looking for? - by Submitted on Sep 25, 2007 from Cheryl ClausenDo you know you want to succeed, but at this moment you don’t have any idea how you will do that? You belong to the same group as the vast majority of people. You think something looks good so you follow that path for a while, and then things just begin to fall apart and you feel like ...
Views: 705 - Law of Success: Do You Measure Up To Succeed? - by Submitted on Oct 08, 2007 from Cheryl ClausenYou want to succeed, but can you? This self-analysis will help you to get a better understanding of where you have the most opportunity to improve. Ideally you should be able to rate yourself higher in each area each year on your journey to success. Rate yourself against each statement with 1 ...
Views: 686 - Law of Success: What Do Those Who Succeed Have That You May Not? - by Submitted on Oct 09, 2007 from Cheryl ClausenYou’re all fired up. You want to succeed and you seem so close, but then things begin to crumble and fall apart. Why? It seemed like you were on the right track doing the right things. Historically when you look at those who succeed and succeed in a big way you’ll find they all: ...
Views: 655 - Law of Success: You Can’t Get Success if You Won’t Start - by Submitted on Sep 02, 2007 from Cheryl ClausenDo you know exactly what you want, and what success would look like and mean to you? Do you have clarity about your ideal for success yet you just can’t get started? You know you can’t get what you want if you won’t start. So what’s keeping you from starting? Could it be that fear is ...
Views: 702 - Law of Success: You have the Ability to Control Your Level of Success - by Submitted on Sep 26, 2007 from Cheryl ClausenThere 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. ...
Views: 724 - Marketing and Sales Strategy: Do You Have a Marketing Objective? - by Submitted on Aug 17, 2007 from Cheryl ClausenDoes your marketing and sales strategy have a clear objective? All too often I see people using random marketing activities hoping that something somewhere will stick, and they’ll get a customer. That isn’t an approach you want to use. You want measurable results from your marketing efforts, ...
Views: 699 - Master Success: Are You Ready for Success? - by Submitted on Aug 19, 2007 from Cheryl ClausenYou can’t master success if you aren’t ready for it. Success passes people by every minute of every day because they aren’t ready for it. They think they are, but they most definitely aren’t. You can’t be ready for success until: you clearly know what success is for you, you are determined to ...
Views: 647 - Master Success: Are You Willing to Burn Your Bridges? - by Submitted on Aug 29, 2007 from Cheryl ClausenYou’ve been told not to burn your bridges your whole life, but maybe that’s what’s keeping you from mastering success. Do you like to play it safe and keep your options open? When you play it safe you’re really giving yourself permission to fail. You’re giving yourself permission to quit if ...
Views: 652 - Master Success: Feed Your Satisfaction Meter and Success will Follow - by Submitted on Sep 21, 2007 from Cheryl ClausenYou’ve probably read books based on the concept do what you love and the money will follow. And you probably didn’t feel any closer to understanding what that meant for you after reading the book than you did before reading the book. That’s because the concept is a solid one, but you’re ...
Views: 660 - 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: 924 - Master Success: What do You Tell Yourself When the Only One Listening is You? - by Submitted on Sep 07, 2007 from Cheryl ClausenIt may sound hokey to you, but you have to master your thoughts if you want to master success. Throughout your waking hours you have an ongoing dialogue running in your head with yourself. For the most part you never really think about this internal dialogue you just accept it. This internal ...
Views: 649 - 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: 824 - No Means You Don't Understand - by Submitted on Oct 15, 2007 from Cheryl ClausenWhen you hear no you're hearing it for a very good reason. You’re told no because: you don’t know how to market yourself so you’re talking to the right people for the right reason, you don’t know how to use your marketing as a filtration process, you don’t ask ...
Views: 677 - 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: 817 - Personal Time Management: Achieving Superior Performance Doing the Things You Hate - by Submitted on Aug 19, 2007 from Cheryl ClausenCould personal time management actually be fun? When you think of time management you may associate time management with making yourself live by someone else’s rules so you have more time for work. That’s definitely not fun or a fun way to look at time management. We all have things we have ...
Views: 705 - 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: 1587 - Personal Time Management: Is it Time to Stop and Evaluate Where You're Headed? - by Submitted on Sep 07, 2007 from Cheryl ClausenAre you really struggling with time management? I mean really struggling. The kind of struggling that ends up in extreme stress because you’re missing deadlines, losing important pieces of information, scheduling yourself to the point you don’t have a free 15 minute period in your ...
Views: 651 - Personal Time Management: Organized Brain Storming may Sound like an Oxymoron - by Submitted on Sep 21, 2007 from Cheryl ClausenWhen you think about brain storming you probably associate it with something you’ve done with a group of people at work. At the time you may even have thought it was kind of stupid and a waste of time as people called out ideas that seemed kind of outlandish to you. This personal time ...
Views: 713 - Personal Time Management: The Actions You Don't Want to Enter into Your Day Planner - by Submitted on Oct 04, 2007 from Cheryl ClausenIf you’re a daily To Do List maker you probably enter a lot of stuff in your day planner that shouldn’t be there. First, daily To Do Lists require seven times the effort and attention that a weekly To Do List takes. This redundancy reduces your efficiency because you’re ...
Views: 703 - 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: 1391 - Real Estate Sales Training: Being Unique is Good Business - by Submitted on Jul 28, 2007 from Cheryl ClausenReal estate sales is a tough road when you look like and sound like every other agent. First off there are too many agents in every market, so if you can’t find a way for people to recognize you as the agent they want to work with your swimming up stream with little hope of survival. Like so ...
Views: 659 - Removing The No's And Not Now's That Are Keeping You from Insurance Sales Success - by Submitted on Oct 17, 2007 from Cheryl ClausenPeople buy based on emotion, but you have to provide them with the logic to explain their emotional decision. Expecting the buyer to do it for you isn't a good plan. If you’ve done your job right you’ve gotten the appointment with a qualified prospect. You’ve uncovered what ...
Views: 566 - Sales and Marketing Plan: You Just Need to Run Some Ads so People Will Know Who You Are - by Submitted on Jul 28, 2007 from Cheryl ClausenIf you believe that line your sales and marketing plan is headed for zero results. Here’s why most ads don’t work: people don’t read ads, you have your picture in the ad and no one cares, your ad doesn’t say anything that interests your potential readers, and your ad doesn’t have a valid reason ...
Views: 623 - Sales and Marketing Strategy: What's New? - by Submitted on Aug 27, 2007 from Cheryl ClausenNew 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 what’s going on in the world, and information ...
Views: 612 - 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: 915 - 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: 914 - 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: 877 - 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? ...
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