Sales Tips Archives - Page 10 of 15

Fighting Off The “Free” Advice Competitor

by Tony Vidler “Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone is hoping to get a payday from delivering the “free stuff” at some point. Someone […]

Appealing To An Influencers Self Interest For Common Good

by Tony Vidler Advisers should not overlook the potential to generate more interest with influencers in referring clients by appealing to their self interest. I am talking about their self-interest in the context of helping them keep their clients in business – not from the perspective of tryin g to simply make more […]

How To Make More Effective Advice Recommendations

by Tony Vidler If we can make more effective advice recommendations we increase comprehension and engagement and shorten the implementation timeframe. That’s good for everyone involved in the process. More people will follow our advice, we help more people get the outcomes they are looking for, and business is better for everyone. So […]

The Number 1 Negotiating “Skill” That Advisers Need

by Tony Vidler Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on behalf of clients, that often becomes a source of stress and angst for all parties, with […]

Bring Back The Long Lunch…it will be good for your business!

by Tony Vidler Tom Peters suggested many years ago that one of the most effective marketing activities a professional could engage in were weekday lunches. 250 of them in fact over the course of the year. That is perhaps a bit excessive in today’s environment (and for ageing waistlines), but the concept […]

YOUR need will kill the sale

by Tony Vidler I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients. YOUR need will a sale. Sometimes, perhaps too many times, the reason why consumers do not buy is because of us. Whether we are trying […]

When Your Sales Numbers Suck…

by Tony Vidler Sometimes the best thing an adviser can do is admit to themselves that their sales numbers just suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The reason for pointing out the obvious here is that there are plenty of […]

Use Visual Aids To Create Better Advice Engagement

by Tony Vidler Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visual aids. They create quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually. We all know from personal […]

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 […]

Getting the right style and structure for an effective telephone track

by Tony Vidler Being able to build an effective telephone track is a core skill for any adviser, and yet, so few seem to understand how to build one. It is perhaps one of those “lost sales skills” from the last decade or so, where new entrants into the advice industry have veered away […]

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