sales interview

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.
Enter your email address to follow this blog and receive notifications of new posts by email.
Join 316 other followers

sidebar_tony
Facebook: 2831, Twitter: 13210, LinkedIn: 689
insurance-cover-amount
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 […]
Read more.
service-value
You Deliver Value, So Why Not Promise Value Up-Front?
by Tony Vidler        Why not promise value up-front if you know you can deliver that? It sems an obvious question to ask, yet I find myself continually asking it of financial advisers. Nearly every professional gives an initial “no obligation meeting” to prospective clients, and nearly everyone delivers value to those prospects during that initial […]
Read more.
insurance-loading
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 […]
Read more.
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 […]
Read more.
poor-prospect
7 Warning Signs That The Prospect Is Wrong For You
by Tony Vidler        No matter how hard you try to get it right, sometimes the prospect is wrong for you.  You are wasting your time and would be best to just cut your losses and move on quickly.  They are not a right fit for you, or you are not a right fit for […]
Read more.
value-of-advice
Getting More Prospects To Buy Your Advice
by Tony Vidler        To get prospects to buy your advice and change direction you have to “sell emotion” and support it with logic, right?   Not quite….there is a piece missing in this formula which is is largely accepted as the methodology for selling intangibles I believe. I believe that the missing ingredient is […]
Read more.
sales-numbers-suck
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 […]
Read more.
visual-aids-in-advice
Use Visual Aids To Create Better Advice Engagement
by Tony Vidler        Advisers try to create simplicity from complexity, and the most effective way of doing that is to use visual aids. They create quicker understanding and better engagement simply because most people find it easier to comprehend new or difficult information when it is presented visually.   We all know from personal […]
Read more.
How to create engaging conversations
by Tony Vidler        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 there to sell them something.   You can engage even the most guarded and difficult prospects […]
Read more.
telephone track closing
Getting the right style and structure for an effective telephone track
by Tony Vidler        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 veered away […]
Read more.