professional sales process

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telephone track closing
Getting attention & positive engagement on the phone
By Tony Vidler  CFP  CLU  ChFC 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 […]
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telephone track closing
Getting the right style and structure in a telephone track
By Tony Vidler  CFP  CLU  ChFC 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 […]
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what is value
What IS value to your prospect?
by Tony Vidler        It may seem an obvious question; but do you know what IS “value” to your prospect?   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.   Offering water to a drowning man […]
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the sale you have to make
The first sale you have to make is…
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 […]
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