sales delivery style Archives

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 […]

How To Deliver Value During Prospect Engagement

by Tony Vidler Sometimes when professional advisers are struggling to engage meaningfully with prospective clients, or struggling to get them to engage at all, the solution is to go back to the very basics and question whether YOU are delivering value in their minds. In the continual battle to be relevant and valuable there […]

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 […]

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 […]

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 […]

How To Present Adverse Insurance Decisions

by Tony Vidler That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser. Not great for the client usually […]

Get enthusiastic if you want clients to engage you

by Tony Vidler Here’s a simple thing to do if you want to have more clients engage you: Get enthusiastic about it. Professional advisers have become dreadfully serious people with the focus on process and technical knowledge. Not surprisingly the work for many has become more of a drag and the whole process […]

The Words We Use Can Break Or Make The Sale

by Tony Vidler We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]

How To Get Your Voicemail Message Responded To

by Tony Vidler Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike. Their number 1 method of avoiding you. Too many minutes & hours are lost constantly leaving messages […]

When Your Sales Numbers Suck…

by Tony Vidler Sometimes the best thing an adviser can do is admit to themselves that their sales numbers just suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The reason for pointing out the obvious here is that there are plenty of […]

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