Sales & Selling Archives - Page 2 of 12

These 4 things make it easy for prospects to say YES

by Tony Vidler We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to. Which do you think is more effective with todays educated, wary and sophisticated consumer? 1. The clever sales technique that has you […]

Prospecting tip: “Fish at your feet first”

by Tony Vidler A fisherman friend gave me a great prospecting tip: fish at your feet first. His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having to reel in loads of line until you’ve caught the ones right in front of you? Isn’t […]

Lost Sales Skills: How to “get down to business” without drama

by Tony Vidler The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince them to change. The first tension point for today’s professionals is how to transition from the […]

If you still need more clients then you probably need different skills

by Tony Vidler Financial advisers who need more clients need to be better marketers than salespeople in todays environment. For most that means they probably need new, or more, skills. Not more technical skills; more commercial skills. While financial advisers have been figuring out how to get ever-more-compliant and deliver yet-more-paper over the […]

how many leads do you need for your marketing

Do you know what you actually need from your marketing?

by Tony Vidler It might seem like a dumb question: but “How many leads do you need?” One of the most common questions I get asked is “what sort of marketing should I be doing?”…and my response is “well, how many leads do you need?” Here’s the point: you can’t begin to work out […]

How do you create an “Act Now” mindset with clients?

by Tony Vidler One of the ongoing challenge in marketing professional services is simply getting people to “act now”. We have to overcome their lack of urgency. Because our service will still be there tomorrow, right? And usually the need to be addressed by us is a future need, and maybe well into the future….so […]

The Top Challenge In Shifting From Product Sales To Advice Delivery

by Tony Vidler Lots of financial advisers are still figuring out how to get paid for advice delivery, not just implementation of product solutions. Now, the simplistic answer is of course: “easy…just position for it and tell clients that’s how you work now.” That answer really is glib though and doesn’t touch upon the […]

How To Get Buy-In From Clients To Full Advice

by Tony Vidler Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with. Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]

How To Generate Introductions Whenever You Want Them, To Whoever You Want

by Tony Vidler Referral business is pure gold…it is the Holy Grail for advisers to be running a business where they are only working with referrals. Introductions are even better. Most advisers sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals – or introductions -you […]

Understand The Buying Journey To Get More Clients

by Tony Vidler The decision-making process – or buying journey as it has become known – that prospective clients go through today is complex, time-consuming for all parties, and is also often an incredibly frustrating affair for all parties. It is less frustrating if we understand what is actually going on and allow the […]

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