Cheryl A. Clausen's Articles Display Category|Title|Newest|Oldest Sales Coaching to Avoid Cold Feet The prospect told you they wanted to buy, but then they changed their mind. They may have excitedly bought and then almost immediately backed out of the deal, wanted a refund, or canceled their premium. You were left wondering how that could happen. Almost every salesperson has had this experience. But you may not understand why it happens. Unfortunately you have yourself to thank for the result you got, but there is a simple explanation for why it happens. Time Management Tips to Increase Value of Customers Increasing the value of your time is as easy as 1-2-3. Identify who your ideal customers are. Don't guess know what they're actively looking for. Develop a message and the right bait to get their attention and interest. Your target market is the customers with the greatest potential for you. Be specific enough about this group of potential customers that you know their names. List the top 10-100 prospects that you want to focus on converting into customers. Are Your Insurance Sales Hot like a Bowl of Chili? When your sales aren't hot you're frustrated and confused. Others make the sales and marketing systems you're using work for them, but they aren't working for you. And you don't understand how that can be possible. I know you have experience with eating. Consequently I think it will be easy for you to relate to the examples I'm going to use. In case you've never eaten chili, it's a hot spicy soup. Sales Coaching to Make Your Training Stick You've read, studied, even trained on the sales systems of the best salespeople yet they just don't seem to work for you. You're frustrated and confused about why or how that could happen. You've studied Zig Ziglar, Tom Hopkins, Jeffrey Gitomer, Neil Rackham, or any other of the big names in sales training and there is one thing you know beyond a doubt, and that is that there is clear evidence that what they're saying works; but it isn't working for you. The fact that it isn't working for you has you panicked because you need sales sales now. Rest assured it isn't your fault and it isn't their fault that it isn't working for you. There is a perfectly logical reason this is happening to you, and there is a way for you to succeed in sales. Sales Techniques to Overcome Closing Anxiety Why 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. If you're suffering from closing anxiety it's due to one of four reasons. The prospect didn't agree to a selling conversation in the first place. You confused the buyer by presenting too many options. You didn't take the buyer through a thought process that helped them to buy. Or you didn't stir up the emotional reason the prospect should act and act now. Time Management Techniques for Sales Professionals As 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 unnecessarily hard. Ideally you want the majority, if not all, of your actions to take you closer to a paycheck. Prospecting is how you fill your sales funnel, but all too often sales people have a haphazard approach to prospecting. A better approach is to develop a list of your most desired future customers. When you know who you're focusing on it's easier for you to develop effective ways to approach them. Time Management Tips: A Key to Your Success When you're the only one responsible for all the functions required to run your business it's easy to become overwhelmed by the details. All the daily interruptions take your focus off the important and at the end of the day you aren't sure where the day went. With so many demands on you each day your time management skills will either make you or break you, so it's time to develop good time management skills now. It's much harder to stay focused on the important and productive things you should be doing rather than the onslaught of interruptions. Firefighting and micro-management are terrible time management techniques. These are success killing habits that you'll want to break now. Insurance Sales: Are You Asking Questions? Frequently the questions you ask are either way too general or way to personal to get a good response. You can tell you're asking the wrong questions when you and your prospects feel uncomfortable with the questions you're asking. When you ask the wrong questions the prospect withdraws and you have a very stilted conversation leading to either a "no" or "not now". In contrast, when you ask a good question the prospect acts interested and responds with a well thought out genuine answer. Plus they relax and open up willing to tell you more. Sales Techniques: Are You Tracking for Increased Sales? How you track your sales funnel and sales cycle can significantly impact your career sales success. All too often the way you track now is complicated and cumbersome when a simple system would be more efficient and effective. You need to know at a glance exactly who is in your sales funnel, where they are in your sales cycle, their contact information, the result of your last contact, and the next action on your part.	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