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poor-prospect
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler        No matter how hard you try to get it right, some prospects are just not right for you.  You are wasting your time and would be best to just cut your losses and move on quickly.   The problem we have is that often we don’t figure that out until we […]
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big-wins-from-being-decisive
Big Wins Come From Being Decisive
by Tony Vidler        Paralysis from analysis is an achilles heel of professional services it seems, and there is a general need for leaders to be more decisive if they want big wins in business.   Indecision is prevalent at the moment, with uncertain political and macroeconomic factors, the opaque nature of ongoing regulatory reform […]
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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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being-an-authority
The pathway to becoming An Authority
by Tony Vidler        Becoming an authority is the thing that almost certainly guarantees you will continue to get enough business to have a decent livelihood.   It is one of the key principles of influence identified by Cialdini, and for many in professional services it is a career aspiration.  The process of getting there […]
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Financial advisor sales activity
Slow down if you want better results
by Tony Vidler Here is a technique that works for many financial advisers when things are a bit of a struggle:  Slow Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working, the trick is to slow things down, get your technique right and find […]
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