Sales & Selling

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 320 other followers

sidebar_tony
Facebook: 2831, Twitter: 13061, LinkedIn: 689
How EXCEPTIONAL advisers use their time is not like the average!
by Tony Vidler        Time management is where there is a huge difference between elite advisers and the average advisers. in fact, it is one of the biggest differentiators that help the best performers stand out and excel. However, the difference isn’t about micro-managing time slots, or about having better time management systems.  It is […]
Read more.
How The Greatest Advisers Become Great
by Tony Vidler        The greatest advisers tend to be doing similar things to the other great advisers usually, and very few of them seem to be doing something that nobody else could do either.  They just execute better. The financial advisers who consistently achieve sustained expltraordinary growth and performance are typically superb on at […]
Read more.
3 Is The Key To Effective Presentations
by Tony Vidler        3 is the magic presentation number. Effective presentations are structured in “threes”. It is a well established principle that people absorb information best when it is presented in 3 points…and while listing your best 3 features or benefits is more effective than listing your top 10 to most consumers, applying a […]
Read more.
I sell…You sell…We ALL sell. Or should do…
by Tony Vidler        I am a professional.  I am a salesman. These two things are not contradictory.  We all sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.  Mostly it is selling behavioural change & fixing other peoples’ problems though. But I sell.  […]
Read more.
What do Life Insurance customers want?
by Tony Vidler        One of the questions that continually vexes professionals is “what do customers want?“ In the life insurance area of financial services the answer is even tougher to find than usual, because insurance for virtually all consumers is an absolute grudge purchase.  When we think about it logically every person who buys […]
Read more.
Brainstorming for fact finding financial advice
How to challenge clients thinking without being confrontational
by Tony Vidler        Perhaps the toughest task any adviser faces is to challenge clients’ own thinking, but without getting into a confrontation that threatens the entire relationship.  Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have […]
Read more.
How To Fix A Prospecting Problem
by Tony Vidler        The “prospecting problem” is the most frequently requested area for help from financial advisers…it is the perennial problem.  There just never seems to be quite enough of them to meet the new client acquisition needs of the firm AND it is getting harder to get prospects attention and have them engage. […]
Read more.
For Converting Prospects Patience Pays Off!
by Tony Vidler        Converting prospects is no longer about sales technique, it is about patiently engaging and educating and matching their timeframe.   But being a lot more patient than ever before pays off with higher value clients who stay longer.  But how patient do you have to be?   Research consistently shows that […]
Read more.
new-connections-linkedin
Engage With Your New Connections To Get On With Business
by Tony Vidler        So you have some new connections on LinkedIn…congratulations.   What now?  Or rather, what next? How does actual engagement begine?   Making new connections via LinkedIn is great…but it is better if you can take those new connections and turn them into meaningful engagement and conversation. It is a business-to-business platform […]
Read more.
Business planning a struggle? Perhaps you should plan “life” instead…
by Tony Vidler        When business planning is a bit of a struggle it pays to ask yourself why you went into business for yourself.   You could have had an easy job somewhere, and just made a living….but you would have gone into business for yourself because you saw it as your best chance […]
Read more.