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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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
The 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 […]
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 […]
by Tony Vidler Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it. As I have stressed throughout this mini-series, there is structure and methodology in building […]
by Tony Vidler The financial adviser is supposed to be an influencer…our purpose is to influence others to make better decisions than they would otherwise have made. In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed. But […]