Sales & Selling

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prospecting-barriers
12 Prospect Barriers WE Must Negate
by Tony Vidler        “What do we have to get right for prospects to become clients?” “Remove or negate the barriers to them deciding to business” “What barrier?” “All of them…..”   There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and WE have to try and […]
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upsell-services
How To “Up-Sell” Your Professional Services
by Tony Vidler        There are many services which most professionals can provide to clients, and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients.   Up-selling is not the same as cross-selling however, and […]
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trusted-adviser
The Shortcut To Trust For Professionals
by Tony Vidler        Creating sufficient trust with a prospective client is the critical initial hurdle to having them engage with a professional advice process.   We need to have potential clients open up about their financial history, health and family issues, their future dreams and aspirations….all the deeply personal things that they generally don’t […]
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Fighting Off “Free” Advice
by Tony Vidler        “Free” advice is never actually “free”, is it?   None of us are silly – including the people we are talking to as prospective clients.  Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point.   […]
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task-management
Productivity Tip: Prioritise the Activities that Yield the most
by Tony Vidler        To handle a significant workload AND get the results you want you need to prioritise the activities that yield the most, not waste time trying to manage time.  Time cannot be managed as such….the clock ticks inexorably onwards no matter what you do with the time.   Tasks can be managed. […]
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follow-advice
How To Make Your Recommendations More Effective
by Tony Vidler        It is tough to get clients and prospects to follow our advice a lot of the time, and it makes a huge difference if we can figure out how to be more effective when giving recommendations.  More people will follow our advice, we help more people get the outcomes they are […]
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best-negotiating-skill
The Number 1 Negotiating “Skill” That You Need
by Tony Vidler        Every professional needs to use negotiating skills every week…if not every day. We are constantly negotiating with clients, or on behalf of clients, for a host of things, and it often becomes a source of stress and angst for all parties, with latent dissatisfaction underlying.   The reason why that is […]
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Get enthusiastic if you want clients to engage you
by Tony Vidler        Which one of these 3 is most likely to get the job?   Which one are you when meeting a prospective client for the first time, or at the start of an actual client engagement?   Professional advisers have become dreadfully serious people in recent years with the shift to a […]
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programming-clients
10 Steps To Programming Clients For Referrals
by Tony Vidler        Getting referrals is usually a very hit & miss thing for professionals…IF they remember to put the issue on the table at all.   Then there is the angst-filled question of when it is best to table the topic….early in an interview, or at the end? When someone is still a prospect, […]
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you-kill-the-sale
YOUR need will kill the sale
by Tony Vidler        I think it has always been true, but it is more true than ever before: a needy adviser is a major turn off to potential clients.  It kills sales.   Rather than talk about why customers buy, it is worth focusing upon why they do not buy as that doesn’t get […]
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