Sales & Selling Archives - Page 11 of 12

Do You Practice Enough To Be Elite?

by Tony Vidler Elite financial advisers do things that average advisers won’t do. They practice stuff before going to market with it for instance. The best in any field practice before trying to win out on the field. In the advisory business that means practicing presentations of course…but it also means embracing roleplay to […]

“Always Be Coaching”, NOT “Always Be Closing”

by Tony Vidler Coaching clients is a concept which is beginning to gain traction with financial advisers, and for many this is a new line of thinking. After all, they were taught that “you should always be closing”, right? No matter what else you are doing with prospective customers, and no matter what they […]

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 you offering Advice clients Fast Food or Fine Dining?

by Tony Vidler Many advisers are unsure about what they offer advice clients – cheap and cheerful advice on the fly, or a superb planning experience. Both do the job, albeit in different ways. But offering fast food at silver service prices is a business model that will struggle…and that’s what happens when there […]

Why Lawyers sell more than Financial Planners

by Tony Vidler Why is it that everyone tells jokes about lawyers and begrudges their work, yet lawyers tend to do pretty well in business? How is it that lawyers who tend to be pretty awful at marketing their services get so much business? Why is it that so many financial advisers […]

Professional Selling: It is a real thing!

by Tony Vidler Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do. I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional. While there is an absolute requirement to place the clients interests above all […]

Did You Do A Good Days’ Work?

by Tony Vidler With all the report writing and problem solving it is often difficult to feel like you did a good days’ work…you were busy for sure, but was it a good days’ work? Or was it just being busy on “stuff”? There is a simple test for any professional feeling buried […]

Complicated products have owners manuals, why don’t ours?

by Tony Vidler face it: our products are complicated as far as clients and prospects are concerned. The funny thing is, nearly all of the products we buy are pretty complicated these days. Even though we men folk tend to ignore them to begin with, most of the complicated products come with explanations […]

Great Advisers Stay Simple

by Tony Vidler One of my favourite quotes of all time is by Einstein: “If you cannot explain it simply then you do not understand it well enough” and nowhere is this more true than in providing advice in complex areas. Great advisers stay simple when handling complex matters. It is not easy […]

Dropping the “Who Do You Know” bomb is dumb.

by Tony Vidler One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb. It has never actually worked all that well really, and it works even less well today. Adding an extra word in there doesn’t make it […]

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