sales interview Archives

Want Prospects To Open Up? Learn from the Pro’s who make millions doing it for a living…

by Tony Vidler We need prospects to open up if we are to to do our jobs well and help them as much as possible. That takes a bit more thought and skill than merely flicking between open and closed questions. In today’s world with it’s much greater emphasis upon individual opinion and with our […]

Lost Sales Skills: How to “get down to business” without drama

by Tony Vidler The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince them to change. The first tension point for today’s professionals is how to transition from the […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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