professional sales process Archives

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 […]

Who is paying who for financial advice?

by Tony Vidler Who is paying who for financial advice will become the biggest question in consumers minds as the industry stakeholders continually and very publicly debate fees, commissions and conflicts of interest in financial services. For many advisers yet to experience it, full transparency on costs and fees is good for business. […]

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 […]

How to close out the phone call to get your desired action

by Tony Vidler Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track. It is the end goal. There is just a little bit of thought and structure to it – but not too much – and it is probably […]

Getting attention & positive engagement on the phone

by Tony Vidler There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck! Of course, there is structure and methodology in building effective and entire telephone track. It should be a core skill for any adviser, and yet, so few seem to understand how […]

What IS value to your prospect?

by Tony Vidler It may seem an obvious question; but do you know what “value” IS to 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 […]

financial planning process for prospects

Show Prospects Your Advice Planning Process To Get CLIENTS

by Tony Vidler The Challenge: Getting prospects to buy into your financial advice planning process. The Solution: Show them HOW the process works before asking them to commit. The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]

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 […]

Is that Prospect really a prospect?

by Tony Vidler How do you know if a prospect is really a 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 […]

The first sale you have to make…

by Tony Vidler There is a sale that advisers have to make, before they make a sale. 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 to establish professional credentials […]

professional sales process

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