Sales Tips

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 327 other followers

sidebar_tony
Facebook: 2831, Twitter: 13061, LinkedIn: 689
How to double the conversion rate on your opportunities
by Tony Vidler        Imagine the difference to your business if you were able to double the conversion rate on your opportunities.  You spend the same money and effort  but get twice as many sales as a result…it would add quite a bit to your bottom line wouldn’t it? The decades old strategy of just crunching […]
Read more.
Do you REALLY want to be a Great Adviser?
by Tony Vidler         An adviser told me that they wanted to be “great”…a GREAT adviser.  My immediate thought was would you prefer being considered “great” to having a great business, because you might be able to have both, but then, you might not either.  Then I thought “isn’t it healthier and far more enjoyable to […]
Read more.
The simple prospecting system from the worlds greatest ever salesman
by Tony Vidler        According to the Guiness Book Of World Records the greatest salesman in the world was Joe Girard. Joe sold cars…an incredible 13,001 cars sold in his career.  One at a time…working “retail” with high priced items.  And selling the same things, at the same price, as a heck of a lot […]
Read more.
For Client Presentations Going Low-Tech Works
by Tony Vidler        As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice.  Coincidence?  I think not. There has been a trend for years for financial advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]
Read more.
How to make yourself scarce…and more valuable!
by Tony Vidler        Make yourself scarce. It is a well established economic AND behavioural principle is that people generally will have higher demand for that which is more difficult to get.  Less of something makes it more valuable, right?  It is a pretty sound principle that consumers tend to have a higher want for whatever […]
Read more.
What IS good content for sharing and engaging prospects?
by Tony Vidler        When it comes to creating GOOD content that is engaging prospects and your target audience there are a few things to get right, but most of the things you need to get right are not really about what you write or produce. So what makes really good content is not just […]
Read more.
Prospecting Idea: Reconnect to Create New Opportunities
by Tony Vidler        A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with.  I am talking about “prospects” from 6 months ago…or 12 months ago. There are always people we are seeing who are potentially great customers, but for […]
Read more.
“Always Be Coaching”, NOT “Always Be Closing”
by Tony Vidler        Coaching clients is a concept which is gaining traction with financial advisers, and for many this is a new line of thinking.  After all, they were taught years ago that “you should always be closing”, right?  No matter what else you are doing with prospective customers, and no matter what they […]
Read more.
The Right Way To Present Your Advice Recommendation Effectively
by Tony Vidler        When it is time to present your advice recommendation, whether that is providing quotes or product solutions or providing a strategy, are you giving the prospect a few choices…like 3 perhaps? Don’t do it. Consumers are onto it, so as a “sales technique” it loses impact…and it was never fabulous technique […]
Read more.
Sell holes, not drills, to get more customers
by Tony Vidler         When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself. They want a hole. This is an elementary truth about consumers buying behaviour  They buy products for what the products can do for them, not because they just […]
Read more.