Sales & Selling Archives - Page 8 of 12

Priorities: Which urgent AND important person comes first?

by Tony Vidler The classic urgent AND important dilemma: your best client is on the phone talking to you. An incoming call from your top Centre-of-Influence comes in while talking to your best client. Do you “end and accept” – hanging up on your best client? Do you ignore your COI? Are you […]

Answer the only question that matters and prospects will give you what you want

by Tony Vidler The only question that matters to prospects is “W.I.I.F.M?” The big “what’s in it for me?” question is the only question that matters when we are dealing with a prospective customer…someone who WE want to talk more to, but who doesn’t yet want to talk to us. So what is […]

How to close out the phone call to get your desired action

by Tony Vidler Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track. It is the end goal. There is just a little bit of thought and structure to it – but not too much – and it is probably […]

7 EASY Ways To Use Social Media For Prospecting

by Tony Vidler I remain amazed that there are still financial advisers who say they do not see the point of social media when it comes to their business. Most of those advisers also keep saying that they could do with more prospects and customers. Is there any chance that these two concepts might […]

How to get the listener’s interest on the phone

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 […]

Getting attention & positive engagement on the phone

by Tony Vidler There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck! Of course, there is structure and methodology in building effective and entire telephone track. It should be a core skill for any adviser, and yet, so few seem to understand how […]

What IS value to your prospect?

by Tony Vidler It may seem an obvious question; but do you know what “value” IS to your prospective clients? Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another. Or what is valuable at one […]

What is NOT a Value Proposition…and what is.

by Tony Vidler Value Proposition. It is the value that you propose to deliver to a potential customer. What it is not is anything other than the value you propose to deliver to them. Seems simple enough, doesn’t it? Apparently it isn’t though. Pretty much every professional you talk to […]

How to get customers enthused when our products are boring

by Tony Vidler How can we create or transfer enthusiasm to a customer when: Our products are as boring as the boring-est thing ever. The Value that customers receive from financial services products could be years and years and years away….if “physical value” actually ever turns up at all Our products are as boring as the […]

Which prospecting method delivers the best results?

by Tony Vidler The prospecting method that keeps on delivering the most opportunities is Referrals. A distant second in the source of new clients for advice firms is Centre of Influence referrals. Research by the Financial Planning Association showed that on average in the previous year some 34% of new clients came from […]

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