financial advice selling Archives - Page 3 of 3

The Secret To Creating Effective Marketing Messages

by Tony Vidler For any marketing message to be effective there are a number of things that one has to get right – but there is a bit of a formula! The first “secret” in effective marketing messages is that they are written for an individual reader. We are trying to create the sense of […]

“Always Be Coaching”, NOT “Always Be Closing”

by Tony Vidler Coaching clients is a concept which is beginning to gain traction with financial advisers, and for many this is a new line of thinking. After all, they were taught that “you should always be closing”, right? No matter what else you are doing with prospective customers, and no matter what they […]

Lost Sales Skills? Trial Closing Techniques Are Still Very Useful

by Tony Vidler Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not. Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]

Advisers need to get selling

by Tony Vidler Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a diry word these days, but we cannot back away from it. You have to sell if you are going to be effective at […]

Question: What’s the worst that could happen if you asked this?

by Tony Vidler Great questions are integral to client engagement, but what is a really GREAT question? One of the keys to success for any professional is having strong sales skills, or to put it another way, the ability to influence clients to shift their thinking. Is that “selling” though, or is that just […]

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