professional sales process Archives

When Your Sales Numbers Suck…

by Tony Vidler Sometimes the best thing an adviser can do is admit to themselves that their sales numbers 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 people who […]

The first sale you have to make…

by Tony Vidler There is a first sale that advisers have to make, before they make the sale they want to make. The first sale that has to be made is YOU. Advisers often tell me they are struggling to get potential clients to engage. The increasing compliance and documentation of advice, and the need […]

Slow down and get better results

by Tony Vidler To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]

Is that Prospect really a prospect?

by Tony Vidler How do you know if a lead is a real prospect or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters. They just cannot bring themselves to say “no thanks”. They cost a ton in time […]

What IS value to your prospect?

by Tony Vidler It may seem an obvious question; but what is value in the eyes of 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 time […]

The trick to maintaining consistent production

by Tony Vidler Maintaining consistent production of new revenue isn’t quite a formula – it’s a process thankfully. The process for continual positive performance is actually relatively straightforward and anybody can understand it and anybody can use it easily, unlike formula’s…. Even in challenging times where there is significant volatility and uncertainty, business continues to […]

How to get down to business, nice and easy….

by Tony Vidler It has never been more important to invest time at the beginning of a potential client engagement in establishing some rapport, and creating a genuine level of “like & trust”. That is the foundation upon which the entire potential business relationship is built. However, many struggle with knowing how to make […]

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 the […]

“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 […]

The Words We Choose To Use Have Power

by Tony Vidler If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference. Enough experts have done enough research over enough […]

professional sales process

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.

Other useful resources

Fresh ideas delivered to your inbox