sales process Archives

“Always Be Coaching”, NOT “Always Be Closing”

by Tony Vidler Coaching clients is a concept which is gaining traction with financial advisers, and for many this is a new line of thinking. After all, they were taught years ago that “you should always be closing”, right? No matter what else you are doing with prospective customers, and no matter what they […]

How Great Regular Producers Stay In Top Gear

by Tony Vidler Great regular producers are those who continually deliver good revenue results time after time. Week in, week out, they never miss a beat and just keep pumping the numbers through. They are elite. Elite high performing advisers, like elite athletes, have high performance routines. Their routines are the the answer to “how?” […]

The Right Way To Present Your Advice Recommendation Effectively

by Tony Vidler When it is time to present your advice recommendation, whether that is providing quotes or product solutions or providing a strategy, are you giving the prospect a few choices…like 3 perhaps? Don’t do it. Consumers are onto it, so as a “sales technique” it loses impact…and it was never fabulous technique […]

Sell holes, not drills, to get more customers

by Tony Vidler When people go to the hardware store and buy a fantastic electric drill they are not usually terribly interested in the drill itself. They want a hole. This is an elementary truth about consumers buying behaviour They buy products for what the products can do for them, not because they just […]

Demonstrating Value To Make Prospects Choose You

by Tony Vidler Successful advisers today make sure they are demonstrating value to prospects...before the prospects have agreed to engage and become clients. Having a prospect who is interested enough to hear what you have to offer has always been a necessary step on the path to getting a client, and it obviously remains […]

customer service pays for financial advisors

Professional Service: There’s extra money in going the extra mile with your service

by Tony Vidler Often advisers forget how valuable the service bit is in their “professional service” business. Everyone has heard some story about how a business did well from going the extra mile for a customer…but rarely do you hear about a professional services business that has a standing process for going the extra […]

It’s Prime Networking Time!

by Tony Vidler There are two types of advisers at this time of year: 1. those who begin finding it tough to close out the game 2. those who are already started on a new game. Typically in December & January most clients are trying to close out their own business games….get THEIR jobs […]

The Words We Choose To Use Have Power

by Tony Vidler If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference. Enough experts have done enough research over enough […]

Time Management Problem? Try Planning Your "Perfect Week" To Begin With…

by Tony Vidler Why is time management such an issue for professionals when they are good at planning? We can take it as a given that financial advisers and financial planners are good at planning generally. And they are very good at operational planning, which is that stuff that often gets referred to as […]

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 […]

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