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How To Generate Referrals When You Want Them
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.   Most have the problem of having to sit back and wait for clients or centre’s of influence to refer, but you can generate the referrals you want […]
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3 Is The Key To Effective Presentations
by Tony Vidler        3 is the magic presentation number.   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 bit of structure to the […]
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Presenting Professional Collaboration to Clients Simply
by Tony Vidler        Consumers increasing need solutions which require collaboration between professionals, and while plenty of suggestions can be found about how to collaborate with others from other professions, there is not quite so much suggestion about how to collaborate successfully with professionals from within the same sector.   Consumers usually want fairly straightforward […]
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How to create engaging conversations
by Tony Vidler        Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult.  It can be even more difficult when they are guarded…thinking maybe that you are just there to sell them something.   You can engage even the most guarded and difficult prospects […]
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Sales Activity Can Be Gamified
by Tony Vidler        some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them.  “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants.   […]
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Improve your sales results with a quick “Kerbside Review”
by Tony Vidler        One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one.   It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate […]
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How to create more compelling offers
by Tony Vidler        What financial advisers do is valuable, but it is often not compelling.  Retirement is so far away…there’s plenty of time to do stuff, right?  Insurance is important, but I’m probably not going to actually need it for a few years yet, right?  And on it goes…we battle a lack of urgency […]
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Get other businesses to get you new business
by Tony Vidler        In the perpetual search for new ways to get new clients many professional service firms overlook a really obvious, and incredibly lucrative, way of getting new business.   That is getting other businesses to send their new clients to you.  Unlike Center-Of-Influence (COI) marketing where an individual directs individual potential new […]
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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 […]
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Why settle for average?
by Tony Vidler        Advisers frequently settle for being average, and it is definitely not because they want to be average, but because they don’t really know what it takes to elevate their performance exponentially.   They often ask how one professional can be so much more successful than they are and assume that there […]
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