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Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler        One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations as simple as possible, without being patronising to the client or skipping the detail that compliance demands.  After all, it takes great skill and careful through to be able to simplify complex […]
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I sell…You sell…We ALL sell. Or should do…
by Tony Vidler        I am a professional.  I am a salesman. These two things are not contradictory.  I sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.   But I sell.  And I think I am a professional too.   Why do we […]
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Professional Selling: It is a real thing!
by Tony Vidler        Professional and selling are apparently 2 words which according to many just don’t go together these days…except they really do.  I’ll go further in fact and say that professionals MUST be selling, but, selling must be professional.   While there is an absolute requirement to place the clients interests above all […]
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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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If you have repeated problems, you need a process!
by Tony Vidler        For financial advisory firms the word “process” has become synonymous with “best practice advice”, but good process is so much more than just a compliant and well-documented series of advice documents.   Process is what builds franchise businesses.  Process is what creates turnkey operations that are highly valued by prospective purchasers. […]
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Brainstorming for fact finding financial advice
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler        Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation.  Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation […]
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Financial advisor sales activity
Slow down to 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:  Slow Down.   Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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visuals-sell
Use Visuals To “Pre-Sell” Bad News
by Tony Vidler        Disclaimers and fine print don’t ever really help in selling, and visuals or graphics nearly always do.   Nowhere is this more true than when you want to manage client expectations and “pre-sell” what is likely to happen in the future so that everyone avoids nasty surprises…or…so that everyone recognises opportunities! […]
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Why do people buy anything?
by Tony Vidler        When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”.  If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]
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simplifying statements of advice
Written Advice: Should it be Clear? or Concise? Or Effective?
by Tony Vidler        When it comes to communicating our advice to clients we are guided by the words used by the regulators, or law, to guide us in how that should be framed or delivered.   Or we think we do.   The written advice, be it financial plans or Statements Of Advice being […]
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