Insurance Sales: The Secret Weapon for Influencing People By: Cheryl A. Clausen. The secret to influence probably isn't what you expect. The way you listen is the big secret to powerful influence. To unlock this powerful influencing force you have to know how to listen. Listening isn't something you're naturally good at. You hamper your listening skills when you clutter your mind with other thoughts, you think about what you'll say next while the other person is still talking, you try to push your prospect to hurry up, and you lose your focus. These bad listening behaviors keep you from effective listening and powerful persuasion. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales, sales trainin
Sales Techniques: You aren't Born Creative You Become Creative By: Cheryl A. Clausen. You probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill. And you may be ever more surprised to learn that creativity can be a skill that leads to improved sales techniques. Creativity is just a thought process that produces ideas. To become creative you need a positive attitude. And you need to be open to allowing yourself to be creative. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales, sales trainin
Insurance Sales: Aren't You Selling Money at a Discount? By: Cheryl A. Clausen. You should be selling your services rather than a product. So why do you market your products? You can almost immediately increase your sales if you'll just stop doing that. Dan Kennedy talks about the technique of selling money at a discount. That's exactly what you you need to be doing. Yet you're approaching it all wrong. Most of you use the approach of asking to quote your prospects insurance. There isn't a lot of interest in that approach and it's a low value approach. You would be much better served using the approach of selling money at a discount. Tags: sales technique, sales techniques, insurance sales, sales coaching, career sales training, sale
Sales Techniques:Are You Getting Leads from Your Business Cards? By: Cheryl A. Clausen. You already carry a business card, why not start using it to actually generate leads? You know you should always have your business cards with you, but they probably aren't doing you much good at this point. That's because you aren't getting the maximum value from this little low cost marketing tool. What's the purpose of a business card anyway? You give out your business card so people can contact you and remember you, right? But that's presuming they want to contact or remember you, and it isn't creating an incentive to do so. Tags: sales technique, sales techniques, sales coaching, insurance sales, investment sales, career sa
Sales Coaching to Make the Complicated Simple & Win By: Cheryl A. Clausen. Most people don't understand insurance and they don't want to. Use that fact to your advantage by making the complicated simple so people will buy and buy from you. There are two very good reasons this will improve your sales results. When you make it simple you remove a lot of the risk involved in a buying decision for the prospect. When people a risk in making a decision they worry about looking stupid, feeling foolish, wasting their money on the wrong thing, spending more than they need to, or buying things that don't get them what they want. Plus when they're confused and overwhelmed all their fears about the risks involved prevent them from saying yes. Tags: sales technique, sales techniques, sales coaching, insurance sales, investment sales. career s
Risk Reduction is a Necessary Sales Technique By: Cheryl A. Clausen. There is a clear and simple reason prospects don't buy. They don't and won't buy when they feel buying is risky. Risk is a very real and valid concern. A wrong decision can leave them locked into a product that's completely wrong for them and too costly to walk away from. Your job is to help them to identify their risks and use the facts to make a good decision that's in their best interest. Many of their concerns are based on perceived risks and information rather than facts. They worry that the dollars they're spending today are less valuable than the investment they're making. Tags: sales technique, sales techniques, sales coaching, insurance sales, investment sales, career sa
Sales Coaching to Get Out of the Commodity Business By: Cheryl A. Clausen. There'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. Let the price shoppers search the internet or bother your competition for quotes, but don't let them bother you. There is a very good reason for both you and the customer for not simply quoting a price. Isn't it true that when you quote a price you're making a quote based on the assumption that the customer knows exactly what they need and why? And how often is that really true? Tags: sales techniques, sales technique, insurance sales success, sales coaching, insurance sales, ca
Sales Coaching to Help You to Become a Skilled Questioner By: Cheryl A. Clausen. You may be struggling with questions because you aren't asking the right questions in the right order for the right reason? The best sales people are skilled at asking the right questions. Yet you may be focused on asking the easy questions that don't really help you to achieve sales success. Be sure to avoid asking questions that you could easily learn the answer to from publicly available information. Business owners and executives are immediately annoyed if they feel they have to waste their time educating you because you're too lazy to find out back ground information on your own. Tags: insurance sales, sales coaching, sales techniques, sales technique, career sales training, sale
Sales Coaching to Get You to Stop Doing What Isn't Working By: Cheryl A. Clausen. You don't want to persistently keep doing the wrong things. That's unproductive and highly frustrating. The only reason you do it because you allow yourself to be mislead into thinking that sales is a numbers game and that if you just keeping doing it you'll eventually get the sales success you want. That's baloney sales is a numbers game for sales people who haven't taken the time to set themselves up for success by figuring out what works for them. Stop getting rejected and walking away empty handed and set yourself up to succeed. Start thinking about sales as a scientific process revolving around your skill set that you need to develop so you get consistent success. Tags: sales techniques, sales technique, sales skills, insurance sales, career sales training, sales
Translating Concepts into Actions for Insurance Sales Success By: Cheryl A. Clausen. When you're first exposed to a sales idea you learn at the conceptual level. This idea may sound pretty good. You know it has worked for other people so you presume it should work for you. Then when you try it you may find that what has worked for other people doesn't work the same way for you. That's because you aren't other people you're you and what worked so well for someone else may not match up with who you are and your strengths and motivators. Tags: insurance sales, sales coaching, sales techniques, sales technique, career sales training, sale
Insurance Sales: How to Get Referrals & Never be Pushy By: Cheryl A. Clausen. It's not your fault; but the way you've been trained to ask for referrals is pushy, obnoxious, and downright embarrassing. It does nothing to further your relationship and you hate it and your clients hate it. You've been trained to ask real clever questions like, who are the three couples you'd invite to a dinner party. Choke, puke, gag. If you're actually using these highly manipulative tactics stop it and stop it right now. There isn't any reason for you to stoop to these high pressure approaches to get the referrals you need. Tags: sales technique, sales techniques, sales coaching, insurance sales, sales, career sales trainin
Sales Coaching if You have to Cold Call By: Cheryl A. Clausen. Cold 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 you're fairly new in the industry your sales manager will force you to do it, and if you've been in the industry awhile but you've never learned how to market yourself you may have to do it. If you're like 84% of all sales people you have call reluctance. You hate doing it you get poor results and it damages your fragile ego. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales training, sale
Sales Coaching to End Closing Fears By: Cheryl A. Clausen. Thinking about asking someone for the sale causes perfectly normal people break out in a sweat. The reason these apparently normal people have closing anxiety is because they haven't properly handled the sales process. If they had closing would be nothing more than a natural conclusion to a selling conversation. You're anxiety is due to one of four reasons. You didn't have agreement from the prospect to have a selling conversation in the first place. You've confused the prospect by presenting too many options. You didn't take the buyer through a thought process that helped them to buy. You didn't evoke the emotional reason the prospect should act and act now. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales training, sale
What does Strategic Planning have to do with Insurance Sales? By: Cheryl A. Clausen. There isn't a connection between strategic planning and sales for you if you enjoy working hard, and struggling day in and day out to hit your sales goals. Yet, if you'd rather make more and work less then strategic planning has everything to do with sales and your sales success. There are two distinct approaches to sales, and the choice is yours to make. Unfortunately most sales people take the approach of being incredibly active hoping that all that activity will result in at least some sales for you. Even though that approach sounds logical both and I know people who've tried that approach, worked themselves beyond the point of frustration and still failed. You're constantly being told by sales managers, broker dealers, underwriters, and others that if you're just active enough you'll succeed but the facts don't support that logic. Tags: sales techniques, sales technique, sales coaching, insurance sales, career sales training, sale
Sales Techniques to Avoid Interrogation By: Cheryl A. Clausen. You realize that questions are a critical part of the sales process, but the questions you ask aren't producing the results you want. The way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect and your results. Questions are an easy way to establish rapport with the prospect, put them at ease, get them to open up to you, and help them to feel comfortable with you. But your questions must demonstrate your sincere interest in the prospect, or they just don't have the desired impact. Tags: sales technique, sales techniques, sales coaching, insurance sales, career sales training, sale
Increase Insurance Sales in Spite of Money Objections By: Cheryl A. Clausen. Do you accept it when a prospect tells you they don't have the money to do business with you? Do you accept it when a prospect tells you their goal is more money? If you do you're falling into a sales trap that means no sale for you in either case. Both responses sound logical. You're thinking that if they don't have money to do business with you they aren't a good fit, and you should just move on or wait until they do have money. But in most cases you're missing a real opportunity, and you don't even know it. Tags: sales technique, sales techniques, sales coaching, insurance sales, career sales training, sale
Insurance Sales: Focus on the Money By: Cheryl A. Clausen. The first sale is the hardest sale. Increase your sales and reduce your efforts by focusing your efforts on the right sources. To do that you have to treat your business like a business, and take ruthlessly control how and where you invest your time. Most agents waste their valuable time responding to and chasing after the wrong sources. Therefore, they don\'t have the time they need to invest in the right sources. Don\'t think because you\'re busy you\'re doing the right things with the right sources. If you were already doing this it would be reflected in your revenue. Tags: sales technique, sales techniques, sales coaching, insurance sales, career sales training, sale
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