sales ideas

Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult. It can be even more difficult when they are guarded…thinking maybe that you are just…

Sometimes the best thing an adviser can do is admit to themselves that their sales numbers suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The…

One of the biggest issues for advisers is to get clients saving more. Getting them to do now what will be good for later means deferring instant gratification and the constant “we wants”, even in…

“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”…

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.…

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…

WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed the WIIFM question as it is THE dominant question running through every prospects mind. Most…

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…