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Cheryl A. Clausen's Articles in Sales
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What You Say & How You Communicate with Your Prospect
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.
3 Steps to Increased Sales & Cash Flow
Cash flow is critical for any small business owner. When your cash flow is deficient 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 solution, but if it were that easy you’d already be doing it.
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 let you help them?
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, generating 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.
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.
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.
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 frightening. So why would any sane person allow this to happen?
What Exactly are You Selling When?
It can be difficult 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.
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.
Selling Products is for Wimps
Service sales professionals are the real players. 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 even think of you as a sales person at all.
If You Believe 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.
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. Because you fear objections rather than embracing them, and using objections to make the sale for you. It doesn’t have to be that way.
With the Right List…I Could Increase Sales
Did you watch the Wizard of Oz? In that childhood classic The Tin Man laments how things would be different if…he only had a heart. The Scarecrow wants a brain, and The Cowardly Lion wants courage. Do you recall what happened when Dorothy and her band of motley buddies peaked behind the curtain in Emerald City and saw the great Wizard of Oz?
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 laying little land mines for yourself that set you up for failure from the start.
How to Increase Sales and Get the Financial Security You Want
Frankly, I’m puzzled….many business owners and sales professionals behave as though increased sales will happen if they just keep doing what they've been doing. Increased sales don’t happen by doing what you're doing now. They happen as a result of well defined plans and systems.
Now Bank on YOU to Increase Sales
Break the chains holding you down keeping you stuck, 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?
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 just like your competition?
Stop Selling Insurance the Wrong Way
John J. Healy, CEO of NAIFA, recently wrote about the industry’s admission 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 good people failing out of the business.
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.
Who Else Wants to Increase Sales - without Selling?
Does it make you shudder 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 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 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 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 Top Producers Get Stuck – This is What They Do
I’ll bet you think those sales professionals 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.
Individual Sales Coaching Produces AAA Advantage
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.
You Have to Work Long and Hard to Increase Sales?
Well, 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.
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.
Has the Secret to Increased Sales been Revealed at Last?
Yes. 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 dramatically increase your sales when you utilize all five elements in your business and develop proficiencies in each area.
How to Prevent the Biggest Mistake You Can Make in Sales – Increase Sales
One 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 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.
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