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CherylAClausen's Articles Display Category|Title|Newest|Oldest You Have to Work Hard to Increase Sales? Well, that’s what everyone thinks isn’t it? That’s what you think, 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 increase sales. You Can Laugh at Closing Fears, Says the Sales Coach You’ve invested a great deal of time and energy first attracting prospects then meeting for an appointment. At the end of the appointment do you stumble when it comes time to ask for the sale? You’re not alone. In fact, a full 63% of all appointments end without the salesperson asking for the sale. Why Some People Always Make Money withfrom Insurance? How do you define agent? The dictionary has three definitions I’d like to share with you and then explain the difference those definitions reflect in your mindset. Those differences in mindset have a dramatic impact on your results. Why Some People Always Make Money withfrom Insurance? How do you define agent? The dictionary has three definitions I’d like to share with you and then explain the difference those definitions reflect in your mindset. Those differences in mindset have a significant impact on your outcomes. Why Some People Always Make Money withfrom Insurance? How do you define agent? The dictionary has three definitions I’d like to share with you and then explain the difference those definitions reflect in your mindset. Those differences in mindset have a significant impact on your outcomes. Who Else Wants to Increase Sales - without Being a Sales Person? Does it make you shudder to think of yourself as a salesperson? Do you think of sales people as pushy, manipulative, and obnoxious? Upon hearing the word do you immediately envision a used car salesperson wearing a plaid jacket and a phony smile? What if you could find a way to sell your services without being a “salesperson”? What if you could get all the sales you want without ever selling anyone anything? Sound impossible? Well, it’s not and you can. Who Else Wants to Increase Cash Flow - without Being a Sales Person? Does it make you cringe to think of yourself as a salesperson? Do you think of sales people as pushy, manipulative, and brash? Upon hearing the word do you immediately picture a used car salesperson wearing a plaid jacket and a phony smile? What if you could find a way to sell your services without being a “salesperson”? What if you could get all the sales you want without ever selling anyone anything? Sound impossible? Well, it’s not and you can. When You Help Clients You Increase Sales – Sell More Insurance When you think about helping clients you may think about helping individuals with insurance protection, helping companies with benefits packages, and helping people with investment tools. Yep, those are definitely ways you can help clients. So why don’t more people allow you help them? When You do this You Lose In a recent Life Insurance Selling article Paul D. Kaplan states, “The insurance industry has bred a bunch of order-takers.” You may not think you’re an order-taker, and even if you are you may not realize why being an order-taker is damaging for you. When you’re just an order-taker you lose and you lose big. When Top Sales Professionals Get Stuck – This is What They Do I’ll bet you think those sales producers in the top 20% never get stuck. Well, they do just like you. The difference is in how they handle getting unstuck and what you do when you get stuck. When Top Producers Get Stuck – This is What They Do I’ll bet you think those sales producers in the top 20% never get stuck. Well, they do just like you. The difference is in how they handle getting unstuck and what you do when you get stuck. When to Bank on YOU to Increase Sales - Sales Coaching Break the chains holding you down keeping you stuck, and unleash the success within you. Working as a captive agent is holding you back and keeping you from ever getting the success you could have as an independent agent. Are you ready to break free of those chains and draft your own plan for success? When to Bank on YOU to Increase Sales - Sales Coaching Break the chains holding you down keeping you stuck, and unleash the success within you. Working as a captive agent is holding you back and keeping you from ever getting the success you could have as an independent agent. Are you ready to break free of those chains and draft your own plan for success? When to Bank on YOU to Increase Sales - Sales Coaching Break the chains holding you down keeping you in the land of mediocrity, and unleash the success you're capable of. Working as a captive agent is holding you back and keeping you from ever getting the success you could have as an independent agent. Are you ready to break free of those chains and draft your own plan for success? What You Say & How You Communicate with Your Prospect is Everything in Insurance Sales That is the problem isn’t it. You don’t know what to say to a prospect to get their interest. You don’t know what to say to get them to want to know more. What Insurance Companies Don’t Want You to Know Bob had been an agent close to two years and he was failing fast. When he was recruited his sales manager assured him he’d be making $100,000 a year by the end of his first year. After all, he was already a successful sales person. It was just a matter of moving from selling a tangible product to selling an intangible product, right? What Insurance Companies Don’t Want You to Know Bob had been an agent close to two years and he was free falling. When he was recruited his sales manager assured him he’d be making $100,000 a year in no time. After all, he was already a successful sales person. It was just a matter of moving from selling a tangible product to selling an intangible product, right? What Exactly are You Selling When? It can be challenging to sell insurance especially when you’re trained to sell the wrong thing at the wrong time. That’s exactly what your typically insurance sales training sets you up to do, consistently selling the wrong thing at the wrong time. It rarely works to approach any process in the wrong order, and it’s especially problematic in this situation. What are You Selling When? It can be difficult to sell insurance especially when you’re taught to sell the wrong thing at the wrong time. That’s exactly what your company insurance sales training sets you up to do, consistently selling the wrong thing at the wrong time. It rarely works to approach any process in the wrong order, and it’s especially problematic in this situation. What are You Selling When? It can be challenging to sell insurance especially when you’re trained to sell the wrong thing at the wrong time. That’s exactly what your company insurance sales training sets you up to do, consistently selling the wrong thing at the wrong time. It rarely works to approach any process in the wrong order, and it’s especially problematic in this situation. What are You Selling When? It can be difficult to sell insurance especially when you’re taught to sell the wrong thing at the wrong time. That’s exactly what your company insurance sales training sets you up to do, consistently selling the wrong thing at the wrong time. It rarely works to approach any process in the wrong order, and it’s especially problematic in this situation. Top 10 Tips to Increase Sales Most sales people are working themselves to death chasing around like insane people trying to increase sales through sheer activity. This makes some sales people feel important and productive, and others burned-out and frustrated. Either way it’s a very ineffective approach that doesn’t produce the results you want. To Those Who Want to Quit Cold Calling You begin your day with your inboxes full. Ideal prospects are calling, faxing, emailing, and mailing you. They all want something from you. The Key to Using Objections to Increase Sales When a prospect tells you an objection your stomach starts to churn, your mouth dries up, and your throat swells shut. Many of you fear objections rather than embracing them, and using objections to make the sale for you. It doesn’t have to be that way. The Key to Handling Objections to Increase Sales When a prospect tells you an objection your stomach starts to churn, your mouth dries up, and your throat swells shut. Many of you fear objections rather than embracing them, and using objections to make the sale for you. It doesn’t have to be that way. The Key to Handling Objections to Increase Sales When a prospect gives you an objection your stomach starts to churn, your mouth dries up, and your throat swells shut. Many of you fear objections rather than embracing them, and using objections to make the sale for you. It doesn’t have to be that way. Talk Less and Increase Sales The more you run your mouth. The longer you run your mouth. The more likely you are to talk your way right out the door. As you speak you’re unwittingly setting little land mines for yourself that blow the whole deal. Talk Less and Increase Sales The more you run your mouth. The longer you run your mouth. The more likely you are to talk your way out of a sale. As you speak you’re unwittingly setting little land mines for yourself that blow the whole deal. Talk Less and Increase Sales The more you talk. The longer you talk. The more likely you are to talk your way right out the door. As you speak you’re unwittingly setting little land mines for yourself that blow the whole deal. Talk Less and Increase Sales The more you run your mouth. The longer you run your mouth. The more likely you are to talk your way right out the door. As you speak you’re unwittingly setting little land mines for yourself that blow the whole deal. Stuck on the Feast & Famine Roller Coaster? Do you go from walking on air grinning ear to ear over your next commission to needing a ladder to step up to the curb because your bank account is empty and you’re thinking you’re going to have to get out of the insurance business? Do you accept this as just the way things are in the insurance business? Are you tired of living on “hopium” hoping you’re going to sell somebody somewhere sometime soon? Stop Selling Insurance the Wrong Way John J. Healy, CEO of NAIFA, recently wrote about the industry’s recognition they need to change their approach when it comes to providing professional development, education, and sales training. Amen. This has been an industry-wide fatal flaw far too long resulting in many producers failing out of the business. Selling Products is for Wimps Service sales professionals are the real players in sales. Why do I say that? I say that because the sales experience should be a night and day difference for the buyer. The way an experienced sales professional sells should differentiate you, and set you apart from other sales people. The potential client shouldn’t think of you as a sales person at all. Selling Products is for Weenies Service sales professionals are the real players. Why do I say that? I say that because the sales experience should be un-recognizibly different for the buyer. The way an experienced sales professional sells should differentiate you, and set you apart from other sales people. The potential client shouldn't even think of you as a sales person at all. Selling Insurance - How Easily Can You Create Business Opportunities that Didn't Exist? Unless you’re an order taker that’s what sales is all about, creating business opportunities that would not exist otherwise. Most traditional approaches to sales generate a 2-5% return from the opportunities you try to create. That’s a very low rate of return from a whole lot of effort. Reduce Your Insurance Business Risk You’re in the insurance business. Isn’t it your job to help your clients reduce their risks? Then isn't it important to protect your own, I'm referring to more than the necessary insurance products in place for you and your business? Reduce Your Business Risk You’re in the insurance and financial services business. Isn’t it your job to help your clients reduce their risks? Then isn't it important to protect your own, and I don’t mean just having the necessary insurance products in place for you and your business? Reduce Your Business Risk You’re in the insurance business. Isn’t it your job to help your clients reduce their risks? Then isn't it important to protect your own, I'm referring to more than the necessary insurance products in place for you and your business? Reduce Your Business Risk You’re in the insurance business. Isn’t it your job to help your clients reduce their risks? Then isn't it important to protect your own, and I don’t mean just having the necessary insurance products in place for you and your business? Reduce Your Business Risk You’re in the insurance and financial services business. Isn’t it your job to help your clients reduce their risks? Then why don’t you protect your own, I'm referring to more than the necessary insurance products in place for you and your business? Really – the Faster You Chase the Harder They Run from You the Insurance Salesman How many people are you following-up with right now? I’ll bet you have a lot of people in your CRM that you’re contacting every couple months to just “follow-up”. Now let’s be real honest painfully honest with each other. How many of these people are actually ever going to buy from you? Pre-approach Letters Keeping You from Selling Insurance? Are you using pre-approach letters in an effort to get appointments? How well are those letters working for you? If your results are less than you’d like this article will help you make some changes to those letters and improve your insurance sales results. Now is the Time to Configure a Business that Works No Matter What's Happening on Wall Street Good riddance to all the bottom feeders. You know those who treat their business as a part-time hobby. These are the people who are just out to get the quick and easy client. The people whose only approach to business is to get out there and scrape up anything and everything they can find to make an easy buck. These guys don’t have a real business anyway they’re only looking for the easy sales event. Now is the Time to Build a Business that Works No Matter What's Happening on Wall Street Good riddance to all the bottom feeders. You know those who treat their business as a part-time hobby. These are the people who are just out to grab the quick and easy client. The people whose only approach to business is to get out there and scrape up anything and everything they can find to make a quick buck. These guys don’t have a real business anyway they’re only looking for the easy sales event. Now Bank on YOU to Increase Sales - Sales Coaching Break the chains holding you down keeping you in the land of mediocrity, and unleash the success you're capable of. Working as a captive agent is holding you back and keeping you from ever getting the success you could have as an independent agent. Are you ready to break free of those chains and write your own path for success? Master the Big 3 of Attraction, Assistance, and Alignment and there’s Simply No Way to Fail At first it may have been an interesting challenge trying to fill your appointment calendar each week. Soon what was once a challenge became a stressful nightmare. Unfortunately, few of the appointments you secured resulted in immediate business meaning you had to work even harder to fill that calendar book. Plus, even though you continue to ask for referrals those referrals are few and low value. Have you been or are you in this situation? Individual Sales Coaching Produces AAA Impact There are those who make things happen, those who watch what happens, and those who wonder what happened. In the world of sales for service professionals those who make things happen are in the top 20%, those who watch what happens are in the middle 60%, and those who wonder what happened are in the bottom 20%. Those in the top 20% never have to worry about money and they have the time to live the life they want to live the way they want to live it. So which group do you want to be in? Increase Sales by Not Talking Yourself Out of Sales The more you talk. The longer you talk. The more likely you are to talk your way out of a sale. As you speak you’re unwittingly laying little land mines for yourself that set you up for failure from the start. If You Think Sales is Just a Numbers Game You'll Find it Very Hard to Increase Sales Every time I hear someone say, “sales is just a numbers game” it sets my temper off like a rocket on the fourth of July. What makes me the maddest is that millions of sales people think and believe this out and out lie. It’s one of those things people believe just because they’ve heard it so often. How to Prevent the Costliest Mistake You Can Make in Business – Increase Sales One of the worst mistakes you can make in sales is losing your momentum. You make a big effort 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 aren’t doing anything to keep your sales funnel full, so when you’ve held your last appointments your business comes to a sudden halt. How to Prevent the Biggest Mistake You Can Make in Sales – Increase Sales One of the worst mistakes you can make in sales is losing your momentum. You make a big effort 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 aren’t doing anything to keep your sales funnel full, so when you’ve held your final appointments your business comes to a screeching halt. How to Avoid the Biggest Mistake You Can Make Building Your Insurance Business When you started out as a fresh new agent you were told by the recruiter, “We’ll teach you everything you need to know”, and you had no reason not to believe every word. You now know this was an utter misconception on your part. However; you’re one of the courageous few who succeeded through your own blood, sweat, and tears in spite of the misconceptions. How Sales Training Prevents Your Sales Success – Sales Coaching How 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 healthy amount…perhaps so large you could buy a car or at least make a couple house payments with that money. Congratulations on your commitment to yourself and your success. How Sales Training Prevents Your Sales Success – Sales Coaching How 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 significant you could buy a car or at least make a couple house payments with that money. You deserve a pat on the back for your commitment to your success. How Sales Seminars Prevents Your Sales Success – Sales Coaching How 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 that money. Congratulations on your commitment to yourself and your success. How Sales Seminars Keeps You from Sales Success – Sales Coaching How much time, energy, and money have you invested in sales training programs, seminars, workshops, and books? As a serious top sales professional the total is a healthy amount…perhaps so large you could buy a car or at least make a couple house payments with that money. You deserve a pat on the back for your commitment to your success. How Do You Find People to Buy Insurance? This sounds like a reasonable question, and one I get asked a lot. When I get asked this question it’s a clear signal to me you’re in trouble. You don’t know how to build an insurance business. How Do You Find People to Buy Insurance? This sounds like a reasonable question, and one I get asked a lot. When I get asked this question it’s a clear signal to me you’re in trouble. You don’t know how to build an insurance business. How Do You Find People to Buy Insurance? This sounds like a reasonable question, and one I get asked a lot. When I get asked this question it’s a clear signal to me you’re in trouble. You don’t know how to build an insurance business. Help - How Do You Find People to Buy Insurance? This seems like a reasonable question, and one I get asked often. When I get asked this question it’s a clear signal to me you’re in trouble. You don’t know how to build an insurance business. Help - How Do You Find People to Buy Insurance? This seems like a reasonable question, and one I get asked a lot. When I get asked this question it’s a clear signal to me you’re in trouble. You don’t know how to build an insurance business. Finally, Simple Sales Solutions to Fight and Beat Your Competition Why are you fighting in the jungle when you could be basking on the green? Is it because you approach sales the same way as your competition? Failure is NOT an Option Small business owners, all commission-only sales people who do very well recognize they are small business owners, are an elite group of people. You are unique because of your commitment, your persistence, and your determination. You have a tremendous work ethic. If all it takes is hard work you won't fail. Don't Do this or You Lose In a recent Life Insurance Selling article Paul D. Kaplan states, “The insurance industry has bred a bunch of order-takers.” You may not think you’re an order-taker, and even if you are you may not realize why being an order-taker is damaging for you. When you’re just an order-taker you lose and you lose big. Discover the Fortune within These 5 Simple Business Maxims As a business owner/sales professional you want to increase sales and revenue. Is that what you really want? No, what you really want is increased net profits. Discover the Fortune Hidden in These 5 Simple Business Maxims As a business owner/sales professional you want to increase sales and revenue. Is that what you really want? No, what you really want is increased net profits. Discover the Fortune Hidden in These 5 Proven Business Maxims As a business owner/sales professional you want to increase sales and revenue. Is that what you really want? No, what you really want is increased net profits. Can You Pass this Sales Test, Asks the Sales Coach? Beyond product knowledge, sales training, and marketing acumen 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?” Are You Missing Out on $200 a Day? If you’re target income is $100,000 and you’re at $50,000 now every day you don’t move closer to hitting your target you’re throwing away $200 in immediate income. When you account for the time value of money this number becomes almost frightening. So why would any sane person allow this to happen? Are You Missing Out on $200 a Day? If you’re target income is $100,000 and you’re at $50,000 now every day you don’t move closer to hitting your target you’re throwing away $200 in immediate income. When you account for the time value of money this number becomes almost frightening. So why would any rational person allow this to happen? Are You Missing Out on $200 a Day? If you’re target income is $100,000 and you’re at $50,000 now every day you don’t move closer to hitting your target you’re throwing away $200 in immediate income. When you account for the time value of money this number becomes almost frightening. So why would any sane person allow this to happen? Are You Losing $200 a Day? If you’re target income is $100,000 and you’re at $50,000 now every day you don’t move closer to hitting your target you’re throwing away $200 in immediate income. When you account for the time value of money this number becomes almost staggering. So why would any sane person allow this to happen? A Tale of Two Insurance Producers: What does the Winner Know? Kim and Pat started in business on the same day aligning themselves with the same insurance provider. They hit it off immediately; however, as much as they liked each other they also realized they’re in competition for the same business. They were both eager to start their new businesses and confident in their success. A Tale of Two Insurance Producers: What does the Successful One Know? Kim and Pat started in business on the same day aligning themselves with the same provider. They hit it off immediately; however, as much as they liked each other they also realized they’re in competition for the same business. They were both eager to start their new businesses and confident in their success. A Tale of Two Insurance Producers: What does the Successful One Know? Kim and Pat started in business on the same day aligning themselves with the same insurance provider. They hit it off immediately; however, as much as they liked each other they also realized they’re in competition for the same business. They were both eager to start their new businesses and confident in their success. A Tale of Two Insurance Producers: What does the Successful One Know? Kim and Pat started in business on the same day aligning themselves with the same insurance provider. They hit it off immediately; however, as much as they liked each other they also realized they’re in competition for the same business. They were both eager to start their new businesses and confident in their success. 7 Steps to Overcoming Objections How would you like to end your sales conversation with more “yes” decisions? How often do you find you’re ready to close, but the prospect still has objections? This is a common and unnecessary struggle you can put an end to starting now. 50 the Daily Score for Sales Triumph Have you met your 50 today? You can finish every day a winner. As you win on a daily basis you win really big overall, and I’m going to show you how. 50 the Daily Score for Sales Triumph Have you met your 50 today? You can finish every day a winner. As you win on a daily basis you win really big overall, and I’m going to show you how. 3 Steps to Increased Sales & Cash Flow Cash flow is essential for any small business owner. When your cash flow is insufficient you either experience shortages in your ability to meet your existing obligations, or you don’t have enough excess to grow your business to the next level. Increasing sales is the obvious answer, but if it were that easy you’d already be doing it.	Sign Up for a free account or learn more. Submit Articles Member Login Top Authors Most Popular Articles Submission Guidelines Ezine Notifications Article RSS Feeds New Stuff About Us Link to Us Contact Us Privacy Policy Terms of Service Blog Marketing Club Penguin News PodCast Marketing RSS Latest News Find summer camp jobs on MySummerCamps.com

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