sales process

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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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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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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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sales-marketing-for-financial-advisors
Big Ticks: Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
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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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sales-marketing-for-financial-advisors
Big Ticks: Best Stories For Professional Advisers This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead. These are the highlights from the week that you should stop and read, as they are […]
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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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professional-process
Professionals Have, And Use, Processes
by Tony Vidler        True professionals don’t just HAVE processes, they use the processes. All the time.   Or should do.   We need to learn from those professions where the outcome of a poor day on the job is literally life or death.  That isn’t generally the case for most professional services providers, however […]
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