professional selling Archives - Page 4 of 4

You got the prospects attention…now what?

by Tony Vidler Advisers do not have a prospecting problem in todays world. They have an “attention-keeping problem”. Prospects have never been easier to find or reach out to, and getting their attention is not so hard – but keeping their attention most certainly is. It is probably the most critical step in developing a […]

Lost Sales Skills? Trial Closing Techniques Are Still Very Useful

by Tony Vidler Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not. Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]

Eliminate tyre kickers, and value your expertise

by Tony Vidler Being properly valued for your expertise and eliminating the time-wasting tyre-kickers is an ongoing problem for most financial advisers. That is even more true for those making the transition from purely commission-based remuneration to generating fee-paying work where they are charging for that time or expertise. Managing the remuneration transition whilst also […]

Advisers need to get selling

by Tony Vidler Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a diry word these days, but we cannot back away from it. You have to sell if you are going to be effective at […]

Question: What’s the worst that could happen if you asked this?

by Tony Vidler Great questions are integral to client engagement, but what is a really GREAT question? One of the keys to success for any professional is having strong sales skills, or to put it another way, the ability to influence clients to shift their thinking. Is that “selling” though, or is that just […]

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 […]

Where to begin with social media marketing?

by Tony Vidler As professional advisers are more often than not still contemplating how to use social media as part of their overall marketing and client communication strategies 3 huge questions dominate their thinking: 1. Which social media platform should I use? 2. What should I post or publish? 3. How often should I […]

The BEST Prospecting Question Ever

by Tony Vidler One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients. A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of […]

3D Marketing: There IS more than one dimension

by Tony Vidler There is a tendency for those in professional services to see marketing in a single dimension whereas it really is multi-dimensional. Typically marketing is seen as being one of two quite different things – and neither are entirely right in themselves. It is either something “strategic” and broad and slightly fuzzy, […]

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