Sales Tips

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fee-discount
When – and how – To Discount Your Fees
by Tony Vidler        As a general rule I don’t recommend that a professional discount their fees, as it tends to undermine their entire value proposition.   Discounting fees usually moves a professional from being an expert with highly specialised and valuable knowledge to someone simply selling hours of billable time in a consumers mind. […]
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sales-words
The Words We Use Can Make Or Break The Sale
by Tony Vidler        When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business.   The actual words that we use convey emotion, bias, judgement, attitude….all heavily  influential aspects in having […]
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voicemail-answer
How To Get Your Voicemail Message Responded To
by Tony Vidler        Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike.  Their number 1 method of avoiding you.   Too many minutes & hours are lost constantly leaving messages […]
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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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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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self-interest-of-centre-of-influence
Appealing to an Influencers Self Interest (but for good!)
by Tony Vidler        An effective method of generating interest with influencers in referring some of their clients to you is appealing to their self interest.   It sounds terribly crass when it is said out aloud like that of course, but let’s cut to the chase. Every professional out there makes a living from […]
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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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qualifying-a-prospect
Is that Prospect just yanking your chain?
by Tony Vidler        We’ve all had the prospects who seem to be engaged, but turn out to be yanking our chains….complete time-wasters who cannot bring themselves to say “no thanks”.   They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future […]
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sales-numbers-suck
When Your Marketing Is Fine But Your Sales Suck
by Tony Vidler        Sometimes the best thing an adviser can do is admit to themselves that their sales just suck.   It’s the age-old “you can’t improve something until you admit that there is something wrong with it“.   The reason for pointing out the obvious here is that there are plenty of people […]
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