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Lost Sales Skills: Trial Closing Techniques Are Still VERY Useful
By Tony Vidler Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not. Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we are […]
In Process there is Profit! (But you DO have to herd some cats to get there)
by Tony Vidler The great news for anybody actually reading this post is that the headline already turned a bunch of your competitors off. That word “process” is just deadly for so many advisers today that too many won’t have bothered reading beyond the word. It has become associated simply with compliance, […]
If you want prospects to "buy you", then dumb it down!
by Tony Vidler One of the best tips I can give anyone in professional services is “dumb it down- but don’t treat people like dummies“. There is a big difference between “dumbing it down” and treating people like dummies too. The first is about simplifying the message in order to be effective, whereas the second […]
Being There. Maybe that is what Advisers are not doing well.
by Tony Vidler I’ve just been reading through a very interesting piece of research that came out of the last census here in NZ, compiled by Statistics NZ, and it immediately highlighted some problems in our process as advisers that suggest we may be missing the mark with many consumers. The key statistic that […]
by Tony Vidler Once upon a time everyone was taught the difference between open and closed questions as the key to engaging prospects…and it worked for a fair while. In today’s world with it’s much greater emphasis upon individual opinion and with our professional focus having shifted entirely onto what the client cares about rather […]
What are you offering clients: Fast Food, or Fine Dining?
by Tony Vidler In the absence of a clear and compelling value proposition for a customer, planners will often struggle to obtain buy-in from prospective new clients. We name what seems to be an expensive fee, and in return we try to convince them of how magical – or predictable – our process is, and […]
by Tony Vidler Whether we like it or not there is always price resistance in delivering financial advice, and how we present our service is a large part of that problem. It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”. I often hear planners […]
by Tony Vidler Customer complaints are a fact of life. It is virtually impossible to run a service business where everyone is happy 100% of the time, as human beings are involved and they are unpredictable creatures. The art of good customer complaint handling is knowing when to fight and when to just fix it. […]
by Tony Vidler You should always be closing, right? No matter what else you are doing with prospective customers, and no matter what they think they want, you should always be pushing to close the business and make a sale. Really? Does ANYONE want to be the customer in that type of […]