professional sales process

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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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You should not “Always Be Closing”
by Tony Vidler        You should always be closing, right?  No matter what else you are doing with prospective customers, and no matter what they think they want, you should always be pushing to close the business and make a sale.   Really?   Does ANYONE want to be the customer in that type of […]
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