professional sales process

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 318 other followers

sidebar_tony
Facebook: 2831, Twitter: 13061, LinkedIn: 689
Sales Technique Is The Key To Opening Minds
by Tony Vidler        “Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell” – even if they don’t want to face up to that. A large problem for many newer […]
Read more.
Deal or No Deal? Advice is that simple at the beginning. Really.
by Tony Vidler        One of the greatest challenges for professionals working with complex ideas and products is to keep initial advice 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 thought to be able to simplify complex information […]
Read more.
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.  We all sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.  Mostly it is selling behavioural change & fixing other peoples’ problems though. But I sell.  […]
Read more.
Brainstorming for fact finding financial advice
How to challenge clients thinking without being confrontational
by Tony Vidler        Perhaps the toughest task any adviser faces is to challenge clients’ own thinking, but without getting into a confrontation that threatens the entire relationship.  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 […]
Read more.
To fix 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 cures problems.   Process is what builds franchise businesses.  Process is what creates turnkey operations that are highly valued […]
Read more.
Written Advice: Should it be Clear? or Concise? Or Effective?
by Tony Vidler        When it comes to delivering our written advice to clients there is a tendency to be guided by the words used by the regulators, or law, in how that advice is framed or written. The written advice, be it financial plans or Statements Of Advice being delivered to clients, are however […]
Read more.
Financial advisor sales activity
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 […]
Read more.
visuals-sell
Using Visuals To Sell Bad News And Complex Ideas
by Tony Vidler        Disclaimers and fine print don’t ever really help in selling tough ideas, but visuals do sell complex or tough-to-swallow concepts quickly and easily.   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 […]
Read more.
Understanding why 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 […]
Read more.
insurance-cover-amount
How to get Clients to agree to the right cover level
by Tony Vidler        It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs.  Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not.   Considering that most clients see most insurance most of the time as […]
Read more.