Cheryl A. Clausen Articles

You've been Burned...Does that Mean You Stop Trying? - Click To Read Article
Show me a producer who can’t earn a decent living as long as they have a full appointment book, and I’ll show you a bumbling idiot. If you hold enough appointments with enough people even the worst salesperson in the world will sell someone something on a fairly regular basis.

You Can't Sell if You Don't Get the Offer Right - Click To Read Article
“The offer”, you say, “that’s the easy part.” Is it? Or is the way you present the offer keeping you from selling more?

You Have to Connect to Sell - Click To Read Article
Do you have something lots of people need and want? Great. How will they know about it? How will they know to buy from you?

Will You Choose Sales Success or Sales Distress? - Click To Read Article
Now I know you’re thinking, of course, I choose sales success. Let me ask you a question then, “Do you know how to get potential buyers contacting you?” If you don’t then you aren’t choosing sales success you’re choosing sales distress.

Why this Common Sales Mistake is Costing You More Sales than You Realize - Click To Read Article
The exact language you’re taught to use puts pressure on your prospect. This pressure increases your prospect’s anxiety, and reduces their ability to make a decision.

Who’s Responsible for Increased Sales Anyway? - Click To Read Article
As a sales professional do you take full responsibility for your actions? Do you take full responsibility for what happens to you?

Why Do You Buy? - Click To Read Article
What makes you buy one thing and not another? Is it because of price, quality, uniqueness, or is it something else?

Who Else Wants to Get Rich Slowly Selling Insurance? - Click To Read Article
Unfortunately, many producers enter the business with dollar signs in their eyes. It isn’t because you’re greedy or afraid of hard work.

Who Else Wants to Hear Your Sales Message? - Click To Read Article
The problem is no one wants to hear your sales message. They don’t want to hear it because they don’t want to be sold. Yet everyone likes to buy.

What Mistake Ends Your Hopes for Increasing Sales? - Click To Read Article
Your sales are down, your self-confidence is gone, and you feel like you’re beating your head against a brick wall. Maybe you should just quit.

When Sales are Down these are the 3 things You Don't Want to Do - Click To Read Article
At some point in your business your sales will be down. When this happens you have a natural desire to do the very three things that will keep your sales down.

Where are all the Increase Sales Opportunities? - Click To Read Article
You pass up more opportunities each day than you could ever handle. Anyone who wants to be a top producer knows there are two aspects to sales success.

Where's the Problem with Increasing Sales? - Click To Read Article
As a small business owner or sales producer, you understand what it takes to succeed in sales. Yet, when your sales aren’t where you want and need them to be it usually comes down to a fundamental.

When Something has to Change it's up to You to Create that Change & Increase Sales - Click To Read Article
When customer retention is falling or returns and cancellations are increasing it doesn't take a genius to determine something is terribly wrong. The exact reason(s) these bad things are happening may be related to actions taken by someone other than you.

What You Need to Know to Sell More - Click To Read Article
I’ve known salespeople who have struggled for months either memorizing a presentation they were given or writing one. What a waste of precious time. All the while you’re worrying about getting or having the perfect presentation you’re missing out on what you want most, SALES.

What Actions Aren’t You Taking to Increase Sales? - Click To Read Article
Sales training isn’t getting you the results you want? Is it the training that’s letting you down or the actions you aren’t taking?

What does Strategic Planning have to do with Insurance Sales Success? - Click To Read Article
If you enjoy working hard, and struggling day in and day out to hit your targets then strategic planning has nothing to do you’re your sales success. But if you'd like to make more and work less then strategic planning has everything to do with your sales success.

We Live in a Headline World; Will Yours Do its Job? - Click To Read Article
You may not think headlines have anything to do with you or your sales success, but you’d be wrong. You’re exposed to headlines everyday whether those headlines are presented in a written format, audio format, or visual format.

What do Fishing & Selling have in Common? - Click To Read Article
The simple answer is they both require the right tools and skill. Let me explain.

What do You do about Slow Sales? - Click To Read Article
Slow sales have little to do with the economy and everything to do with you. Now don’t get mad. Get sales.

What are the 2 Missing Links that Guarantee Sales Strategy Failures? - Click To Read Article
Have you ever wondered why so many hopeful business owners fail in spite of having a good product or service to sell? The reason isn’t location. It isn’t even insufficient start up cash.

Unlock Your Natural Abilities to Increase Sales - Click To Read Article
Many of the myths associated with sales are believed simply because they’re repeated so often. Others have fortunately been debunked. At one time people didn’t think women could sell.

Use How What You Offer Works to Win More Sales - Click To Read Article
Sometimes it’s hard for a potential client to understand how what you have to offer works. Sometimes they think they understand how it works when they really don’t. In either case their understanding may lead to objections.

Uncle Sam Wants YOU…How Does that Impact Sales? - Click To Read Article
Once again Uncle Sam is about to put you in a damned if you do and damned if you don’t situation. And the real kick in the pants is he even didn’t ask you, yet again. You have no choice in the matter yet you’ve been asked to back at least a $700 Billion dollar check. Kind of makes you want to throw up doesn’t it?

Top 7 Reasons Your Sales People Can’t Sell - Click To Read Article
As the business owner or entrepreneur you may get pretty frustrated because it seems like your sales people can’t sell. Naturally you want to blame them for their inadequacies.

This is a Sales Emergency & You Can Win - Click To Read Article
Yes, there is a sales emergency occurring right now all over the world. Buyers are holding on to their purses like their first born child. It would be easier to get Fort Knox to open the door for you than to get buyers to agree to a purchase.

The Unspoken Killer Objection You Must Remove to Sell More - Click To Read Article
It’s really frustrating. You had a good sales conversation. The potential client seemed on-board. Then you get to the part where the potential client has to make a decision to move forward, and all of a sudden they stall.

The Second Sale You Have to Make for Increased Sales - Click To Read Article
You already know the first sale you have to make is you have to sell yourself. In that you have to sell yourself on the value of what you offer. After all if you wouldn’t buy it you certainly can’t expect anyone else to buy it.

The Secret Other Insurance Producers Won't Tell You - Click To Read Article
If you’ve been in the insurance industry less than four years you’re holding onto a dream. The dream that someday you’ll have a full book of business with lots of residual income is what fuels your fire. The dream that someday you won’t have to work so hard to get appointments is what drives you to make one more call.

The 7 Secrets to Improved Prospecting - Click To Read Article
Prospecting is a core skill anyone in sales absolutely must master. Without prospects you have no one to sell to. Without someone to sell to you can’t sell.

Take the Money Issue Off the Table & Sell More - Click To Read Article
The money objection is one that makes many a salesperson cringe. It’s a common objection that won’t go away. You’ll never be as successful as you could be until you successfully overcome the money issue.

Super Simple Increase Sales Secret - Click To Read Article
Do you ever feel like you must be making things harder than they are? You very well might be.

Solving the Problem of Increase Sales - Click To Read Article
Some salespeople are highly motivated by hitting targets and achieving goals. If this is you, you relish winning awards and gaining recognition. Even though most people think all salespeople are driven by the motivation to get to a future goal it simply isn’t the case.

Small Business Owners - What to Do to Increase Sales in 5 Steps - Click To Read Article
If you wanted to move a string would you rather push the string or pull the string? Obviously it would be far more efficient and effective to pull the string.

Sales Success or Dead Cat Bounce? - Click To Read Article
Who doesn’t want to succeed in sales? And if you listen to some of the so-called experts you’d have to be nearly incompetent not to succeed in sales. The catch is you aren’t getting the whole story.

Sales Stops & Starts - Click To Read Article
Do you have a costly sales habit? The habit of heavily prospecting until you fill your sales funnel, and then stopping your prospecting efforts. You do it because you get busy meeting with prospects and taking care of clients.

Sell to a Starving Crowd - Click To Read Article
I’m sure you’ve heard the story about how Harry was such a good salesman he could sell ice to an Eskimo. While it might be a good story it’s just a story. If you decide to sell people something they don’t want you’ve picked a path for failure.

Sell Them What They Want - Click To Read Article
Imagine you’ve decided you want a red mustang. You can just see yourself zipping around corners hugging the pavement. You see heads turning in admiration as they watch you whiz past. You can almost feel the wind in your face as you cruise along with the top down. You envision heads turning staring at you and your red hot car when you stop at the traffic light. You know they’re thinking if only it could be them.

Selling Insurance in the Land of Opportunity - Click To Read Article
Okay, so right now it looks like the land of barren desperation. You get a “no” before you even open your mouth. Your appointment book is empty and if something doesn’t happen soon you’ll have a matching bank account. So what’s this baloney about the land of opportunity?

Sales Mystery Revealed - Click To Read Article
Sales can seem like a mysterious process when the process you’re following isn’t working. It’s especially frustrating when others following supposedly the same process achieve results while you don’t. Are you just a failure or is there something else at work here?

Sales Coaching – The Free Consultation is Dead as a Sales Prospecting Introduction - Click To Read Article
If you’re a professional service provider one of the things you’ve been told you should do to get clients is offer a free consultation, review, or session of some sort. Once upon a time when this was a new idea it was very effective. It no longer works...

Sales Coaching – How to Find Clients - Click To Read Article
What do you do when you are just starting a business and need your first client? What if your existing clients have closed their purse strings? What if you just want to grow your business and the only way to do that is to get more buyers?

Sales Coaching – 1 SIMPLE Way to Get More Business - Click To Read Article
How many times have you spoke with a sales person and never really got a grasp of what they were selling? How many times have you visited a website and couldn’t figure out what it was about? How could these businesses be screwing up like that?

Reason Number 11 You Can’t Sell Insurance - Click To Read Article
You don’t know how to listen even though you think you do. You never had a class on listening in school, and you certainly didn’t learn how to listen from going to school.

Reason Number 13 You Can’t Sell Insurance - Click To Read Article
You don’t set appointments for the right reason. The only reason to set an appointment with a prospect is to explore how you can do business together.

Quit Making Your Insurance Prospects Feel Stupid - Click To Read Article
Does it feel awkward when you ask prospects questions? You ask a question and the prospect just kind of looks back at you. At best they may grunt and nod.

One Serious Sales Tool Everyone can Use to Increase Sales - Click To Read Article
No matter what business you’re in no matter what you’re selling there is one sales tool you must know how to take advantage of. That tool is networking. The problem is far too many business owners, entrepreneurs, and even sales professionals treat it like a social event rather than the serious sales tool it should be.

One Thing You Could Do Today to Instantly Increase Your Sales - Click To Read Article
If you listen to some business owners, even some sales trainers you would think one day sales will just happen. Individual sales do just happen, on occasion. Consistent sales never just happen.

One of the Most Important Sales Skills - Click To Read Article
When it comes to selling your services many find it a frustrating experience. You are after all virtually selling thin air.

Marketing is a Contact Sport; Can You Deliver a Knockout Punch? - Click To Read Article
Your best clients have lots of things to do every day, and lots of things that need their attention, and none of those things necessarily involve you. It can feel as though you’re invisible and your best prospects are walking around, over, or right through you without even noticing YOU.

Make it Stupid-Easy to Buy - Click To Read Article
What’s easy for you is hard for someone else. Most of you are notorious for thinking if you understand it, if you can do, anyone can. Wrong.

Kick the Competition to the Curb & Sell Like Crazy - Click To Read Article
As if it hasn’t been tough already it’s going to get a whole lot tougher. You either do what it takes to win, or you’ll get taken out of the game. It’s every man for himself.

Is that Top Producer Accidentally Successful? - Click To Read Article
You’ve said it, I know you have. At one point or another you’ve looked at the results achieved by another sales person and you thought to yourself that person sure is lucky.

Insurance Producers - What Business are You In? - Click To Read Article
You probably think that’s a pretty stupid question. You’re in the insurance and investment business. Oh, really?

Is it Time to Change What You're Selling? - Click To Read Article
What works now won’t work forever. Times change, the selling environment changes, the competition changes, and you have to change too. You have to put your thinking cap on and devise an approach to make what you have to offer attractive to potential buyers once again.

Insurance Sales Planning that Works - Click To Read Article
You’ve got a list of names. You’ve got a phone script. You’ve got a sales presentation. Now all you need to do is make 100 phone calls, hold 15 appointments a week, and write 4 policies. Wrong!

Is Social Media the Hottest Thing in Sales Prospecting? - Click To Read Article
Whether you tweet, write on walls, get linked, or use any of the other various social media most small businesses, entrepreneurs, and SOHO’s are asking themselves a couple important questions.

Increase Your Trade Show Sales without Renting a Booth - Click To Read Article
Trade shows for your best prospects are a great way to generate leads and increase sales if you know how to take advantage of the opportunity. You can reap the benefits without renting a booth.

Increase Sales with a Fine Tooth Comb - Click To Read Article
What’s the difference between what you do and how you do it and how top producers do the same things? It’s all in the details. The stuff you don’t even notice or think about. The stuff you can’t even see.

Increase Sales by Getting Strangers Coming to You - Click To Read Article
When you were little weren’t you told, “Don’t talk to strangers?” Of course you were. The adults around you told you this to protect you from harm.

Increase Sales – The Key to Enormous Sales - Click To Read Article
There’s one thing above all else that will increase your sales faster than anything else. There’s one thing above all else that will make it easier for you to sell what you have to offer than anything else. I’d like to tell you what that one thing is right now.

Increase Small Business Sales – Stop Asking for Referrals - Click To Read Article
Why would I tell you to stop asking for referrals when every sales “trainer”, sales manager, or sales mentor you’ve ever met tells you to ask for referrals? Oddly enough many commonly held beliefs are based on myths rather than facts...

If You Can Answer Yes to These 5 Questions, Don’t Need More Sales Training! - Click To Read Article
Most service sales people won’t last longer than 3 years. Of those that make it past the 3 year mark, 20% will barely hang on and 20% will be top producers.

How Well Are You Keeping Your Focus on Increasing Sales? - Click To Read Article
Keeping your focus on increasing sales may sound a little odd to you. You’re in sales or own your own small business of course your focus is on sales, or is it?

How Well are You Applying Effective Sales Skills? - Click To Read Article
Have you read, studied, perhaps even trained on the sales techniques offered by the best salespeople out there yet they just don't seem to work when you use them? Are you frustrated and confused as to why and how that could happen?

How to Stop Using These 3 Sales Killing Words - Click To Read Article
One of the problems with any profession is you tend to use language that sounds good and makes sense to you. Yet, that language is a turn off to the people you want to work with. And the real kicker is you don’t even realize the impact certain words have on your potential clients.

How to Use Inspiration or Desperation to Sell More - Click To Read Article
While inspiration is a whole lot more fun than desperation they share something in common. Inspiration and desperation are both forms of motivation. Inspiration is positive motivation and desperation is negative motivation.

How to Watch Your Words & Sell More Insurance - Click To Read Article
The words you use have a dramatic impact on the people who receive them. Unfortunately, the insurance industry has a bad habit of using words that are counterproductive. The worst thing is you use and hear those words so often they are such a natural part of your conversation you don’t even notice them.

How to Increase Sales for Your Service Business through Your Website - Click To Read Article
Many business owners have a common misunderstanding about what their website is supposed to be doing for their business that is costing them missed opportunities to directly increase sales. Most business owners have the misguided notion that their website is a marketing tool.

How to Say it to Sell More - Click To Read Article
You don’t necessarily respond to what you hear and what you read the same way your prospects do. The reason is because your prospect may not have the same underlying motivation to act or respond as you. I don’t just mean in a sales conversation.

How to Make Getting Sales Success Easier - Click To Read Article
Man, sometimes it feels like everything depends on you. If you let up for one second you’re falling behind. Can you keep up the pace?

How to Sell Green & Increase Sales - Click To Read Article
Are you looking at the world around you and discovering ways to increase your sales? If not, why not? You are surrounded by opportunities all day everyday if you’ll just open your eyes and ears and put them to work for you.

How to Sell Insurance – Really - Click To Read Article
Here’s the million dollar secret. Stop selling insurance. No one wants to buy insurance.

How to Improve Your Sales through What You Offer - Click To Read Article
There’s a gap between what you offer and your understanding of that offer and what your prospects perceive you offering. You think you’re being crystal clear and that anyone can see how you can help them. The problem is anyone can’t see. They can’t and won’t connect the dots between what you’re saying and how what you’re saying applies to them.

How to Sell Your Services When the Economy is in Crisis - Click To Read Article
One thing you can say about an economic crisis. It sure puts everything in perspective. Unless you’re selling food, water, air, shelter, or utilities all of a sudden you’re a luxury. Guess what gets cut first when the chips are tough, luxuries.

How to Make Sales and Marketing a Doable Strategy - Click To Read Article
It’s kind of like the old argument, what came first the chicken or the egg. Only in business it’s what comes first sales or marketing.

How to Creatively Increase Your Sales - Click To Read Article
You probably think creativity is something those artsy aesthetics types have. You may be surprised to know that creativity is a learned skill.

How to Deal with Skepticism & Get Sales Success - Click To Read Article
Skeptics are a hard nut to crack. They have strong doubts about what you’re saying, and as long as those doubts exist they won’t buy. Overcoming a potential client’s doubt about whether what you have to offer will work or work for them is a challenge you can win.

How to Get to the Heart of Sales Success - Click To Read Article
The last thing you want is an indifferent potential client. Trying to get an indifferent potential client to make a decision is like trying to push a car uphill with the parking brake on. Not a very productive thing to do.

How to Deliver Your Sales Message - Click To Read Article
I’m not talking about your sales presentation. I’m talking about how you get highly qualified potential buyers to know about you so they can reach out to you. This is about how to get better results with less work.

How to Avoid 4 Key Sales Objections - Click To Read Article
As you’re holding a sales conversation with a potential client there are three conversations going on. The outward verbal conversation between the two of you, the inward conversation in the potential clients mind, and the one you’re having in your mind. Currently you monitor two of those three conversations.

How to Build a Sales Relationship - Click To Read Article
There’s a natural progression that has to occur between you and your future clients. At the time of the first point of connection you were complete strangers. They didn’t know you, they didn’t know anything about you, and they didn’t have any reason to want to know anything about you.

How are You Dealing with Apparent Sales Success Failures? - Click To Read Article
There is only one way to fail and that is to quit, so everything that doesn’t work out short of quitting is just an apparent failure. You need to learn how to effectively deal with the apparent failures so you can get to the sales success you want.

How is Fear Impacting Your Sales Success? - Click To Read Article
The fear you focus on is the fear that is getting in your way and keeping you from sales success. Most sales producers harbor fears related to: talking to people, rejection, or failure.

How Awkward is it for You to Ask Questions? - Click To Read Article
Maybe you aren't asking the right questions in the right order for the right reasons? Asking the right questions is definitely a skill and the best sales people are very adept at it.

How Do You Find the Right People to Increase Sales? - Click To Read Article
You know you need to find the right people. The right people are people who are more likely to buy what you have to offer than others. The right people are people you have a way to connect with and open a conversation.

How Often Should You Contact Your Prospects? - Click To Read Article
A lot of salespeople struggle with this question. You want to contact them with enough frequency to make sure they don’t forget you. Yet you don’t want them to get annoyed with you and think you’re a pest.

How One Ordinary Salesperson Could Get Extraordinary Sales Results - Click To Read Article
You’d be very surprised if you knew the difference between you and the top producers. If you’re an average or above average producer it isn’t as if there are huge differences between the way you do things, and the way top producers do things. Yet, those small differences in approach have a huge impact on your results.

Hot Way to Sell More Insurance - Click To Read Article
You have a burning desire inside you that leads you to act. This desire is so strong you seek out opportunities to fulfill it.

How 2 Beliefs Increase Sales - Click To Read Article
While the way you think and what you believe is important when it comes to your sales success the beliefs of your prospects matter too. There are two beliefs your prospect must have, or you’ll never increase your sales success.

Help, I Don't Want to be a Salesperson - Click To Read Article
When you hear the word "salesperson" do you cringe? But you realize if you don't learn how to sell you'll be out of business.

Help, I Urgently Need to Increase Sales - Click To Read Article
Whether you’ve been selling for a while, or you’re new to the business you may find yourself in dire need of sales. The more desperate you get to increase sales the worse you do.

Help Your Way to More Sales - Click To Read Article
People buy because they want something they don’t have, they want to avoid something, or they want to solve a problem. They’re looking for someone to help them. Can you be the exact person to provide that help?

Help I have Trouble Sticking to My Daily Sales Plan - Click To Read Article
Do you start your day with the best intentions? You plan to make so many calls. You plan to do some things to market yourself. You plan to talk to so many potential clients.

Have You Ever Felt You Didn't Know How You'd Get Your Next Sale? - Click To Read Article
Unless you’re already a top producer I suspect your answer is “yes”. It’s a problem that just won’t go away until you decide to do something about it once and for all.

Get Them to Act on Your Sales Offer - Click To Read Article
How do you get a complete stranger to buy from you? That’s one of the biggest challenges you face. Your ability to overcome that challenge greatly impacts your sales success.

Get Ready Buyers & Sell More - Click To Read Article
The good news is you have potential clients contacting you. The bad news is you may have so many highly qualified potential buyers contacting you that you don’t know who to reach out to first. I know this is a problem you’ve been waiting to have.

Get Leads Coming to You and Get Them to Act Now - Click To Read Article
Rather than dialing for dollars and getting your name out there what you need is a steady stream of highly qualified prospects reaching out to you. This is especially true now when business owners and consumers are guarding their wallets like Fort Knox. You aren’t going to get those wallets open doing what you’re doing now.

Fail to Plan to Increase Sales & Plan to Fail - Click To Read Article
You've heard it before, but you don't understand the impact and implications. You can't get the results you want if you either don't know how, or won't take the time to plan to get them.

Fast Isn’t Fast Enough for Increased Sales - Click To Read Article
There was a time when fast was good enough for most prospects. That era passed some time ago. Now we are an instant society. Are you an instant salesperson?

Fear is Making it Even Harder to Sell Insurance - Click To Read Article
As if selling insurance hasn’t always been a challenge you can thank our friends in Washington D.C. for making it even harder. Yep, thanks to the government’s failure to sound the alarm before it became a crisis, and ineptitude dealing with the crisis once it hit Uncle Sam has created a very special new client for you. Your new potential clients are scared to death and guard their wallet like a junk yard dog.

Don't Allow the Economic Crisis to Infect Your Sales - Click To Read Article
The crisis that devastated Wall Street has now infected every sector in the market. Plus it’s spread to every corner of the world. If you allow it the crisis will infect your sales possibly putting you out of business.

Does it Make Sense to Keep Doing What isn't Working & Expect Increased Sales? - Click To Read Article
Persistence is good, but not if you're persistently doing the wrong things. That's just being pig headed and stupid.

Easy Way to Shorten Your Sales Cycle - Click To Read Article
If a “yes” decision requires a significant investment you probably have a relatively long sales cycle. Some of you currently have sales cycles of 12-18 months. Long sales cycles require a huge investment of your resources: time, money, and energy.

Don’t Forget to Answer this Question When Selling - Click To Read Article
Sometimes you get so wrapped up in what you are selling and the business of trying to sell you overlook some of the most basic things required to sell. One of the basic things you must do when selling is answer this question for your potential buyers.

Do You have a Selling Attitude? - Click To Read Article
Don’t confuse a positive attitude with a selling attitude if you want sales success. You can have the most positive attitude of anyone in your field yet absolutely stink when it comes to results.

Do You have a Strategic Sales Action Plan? - Click To Read Article
Do you want to shake up your sales results? It's time to rethink you're approach and come up with a plan that will produce results.

Do You Just have to be Brave to Sell? - Click To Read Article
It really steams me when some of the “sales gurus” suggest if you want to succeed in sales you have to overcome your fear of selling. They make it sound like a character flaw or something. Let’s separate the truth from the bunk.

Could You Increase Sales During this Economic Crisis? - Click To Read Article
It’s scary right now. Some of our oldest and most trusted financial institutions have collapsed. Big businesses, the ones who are suppose to be bullet proof are closing, or getting gobbled up by competitors.

Could You Increase Your Sales Watching a Guy Selling Cookware at a County Fair? - Click To Read Article
Even though there are big differences between selling products and selling a service when someone does a superior job selling there are lessons to be learned. When you watch a top producer selling anything there are tremendous lessons to be learned from the obvious to the subtle nuances.

Could Your Pre-approach Letters be Missing the Mark? - Click To Read Article
Most pre-approach letters are a terrible waste of ink, paper, and postage. They don’t add any value to the receiver. They produce poor results for the sender.

Could You Use Persuasive Selling? - Click To Read Article
There’s a stark difference between persuasion and manipulation. No one has to tell you when you’re being manipulated. You don’t like it, and it’s a dangerous tactic to use.

Can You Use Closed Questions to Sell More Insurance? - Click To Read Article
The quick answer is absolutely. Now let me explain.

Business Development or Business Survival - Click To Read Article
When the economy is strong businesses focus on business development. When the economy is weak those same businesses worry about survival. Why is that? In this article I’d like to share some ideas about what you can do to make sure your business is always growth focused rather than survival focused.

Are You Tracking for Increased Sales? - Click To Read Article
How you track your sales funnel and sales cycle can significantly impact your sales success. All too often the way you track is complicated and cumbersome when a simple system would be more efficient and effective.

Are You Feeling like an Also-Ran when You want to be a Top Producer? - Click To Read Article
You're sales training may not have included the keys to standing out. Standing out enables you to get the attention of the right people, and get known among those right people.

Are You Asking the Right Questions to Increase Your Sales? - Click To Read Article
The right questions probably aren't the questions you’re using now. Do you and your prospects feel uncomfortable with the questions you're asking?

Are You Following-up for Increased Sales? - Click To Read Article
The ugly truth is most salespeople have poor or non-existent follow-up. And you have all kinds of excuses for why you don't do it.

Are You Making this Sales Mistake? - Click To Read Article
The best laid plans of many business owners have resulted in failure because they tried to build a business around products or services no one wanted. What sounds exciting, meaningful, useful, desirable to you may have zero interest to your prospects. The only way you can know for sure is by doing your homework.

Are You the Next Unemployed Salesperson or Business Owner? - Click To Read Article
Unless you’ve stuck your head in the sand trying to pretend like all the bad things are going to go away you realize you’re living through history. You’re living through the history of the worst economic time sense the Great Depression. What will you look back and say?

A Target Market the Key to Selling More Part II - Click To Read Article
In part one I showed you exactly where to look to identify your target market. I told you what to look for and how to look both externally and internally to find a target market that’s right for you. Let’s continue with the other important considerations when choosing a target market.

A Target Market the Key to Selling More - Click To Read Article
As long as you think you can sell to anyone you can expect a difficult future. Your future will be one where you’re always scrapping to find someone you can talk to about your offer. A future where no one is really interested in what you have to say.

Allow Yourself Genuine Sales Success - Click To Read Article
What’s more important maintaining a professional demeanor, or allowing yourself to really care about your potential clients? Fortunately, this isn’t an either or choice. You can be both professional and sincere.

9 Signals Foreshadowing Rejection - Click To Read Article
If you’re at all normal you don’t like getting rejected. Sometimes it’s over quickly and other times you think things are going well until…wham you get clobbered. With the way things are now you’re getting rejected more often and more quickly than ever before.

7 Questions You Must Ask Before Buying Sales Training - Click To Read Article
Before you whip out your wallet or sign on the dotted line there are seven questions you should ask to make certain you are making the best decision for you. After all, you wouldn’t be investing in sales training unless you expected to get real value. So...

3 Simple Reasons that Will Help You Sell More - Click To Read Article
Before you can sell anyone anything they must first have an unfulfilled want. Why do so many salespeople act in defiance of this simple truth? It’s a sure recipe for a lot of hard work with little to show for it. It’s an exercise in frustration, and a waste of time.

3 Keys to Increased Sales - Click To Read Article
You only have to get within ear shot to peg a salesperson, right? Man, they’re so wound up you wonder if a spring is going to pop and pieces and parts are going to fly everywhere. They talk too fast. They talk too much. They think they’re the only one who has anything important to say.

5 Checks to Increase Your Sales Success - Click To Read Article
No matter how ready you are to sell something you can’t sell anyone anything they don’t want. You can say all the right things yet walk away without a sale and not know why. However, if you’ll add these 5 checks to your sales conversation list you’ll sell more.

3 Must Have Core Sales Skills - Click To Read Article
Whether you have a sales force working for you, or do all the selling yourself there are 3 core sales skills required to succeed. These skills are entirely within your control.

1 Thing You Must do to Make Your Small Business a Success - Click To Read Article
Whether you are one of the thousands forced into entrepreneurialism, or someone who has planned to make it on your own for a long time now there is one thing you can do to ensure your business is a success. It’s something almost no one does.

3 Reasons Sales Training Doesn’t Work - Click To Read Article
The fact sales training doesn’t work isn’t exactly a news flash. Neil Rackham uncovered this fact years ago. Yet sales people and business owners continue to invest millions of dollars a year on sales training in the hopes...


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