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Answer the only question that matters and prospects will give you what you want
by Tony Vidler The only question that matters to prospects is “W.I.I.F.M?” The big “what’s in it for me?” question is the only question that matters when we are dealing with a prospective customer…someone who WE want to talk more to, but who doesn’t yet want to talk to us. So what is […]
How to close out the phone call to get your desired action
by Tony Vidler Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track. It is the end goal. There is just a little bit of thought and structure to it – but not too much – and it is probably […]
by Tony Vidler Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it. As I have stressed throughout this mini-series, there is structure and methodology in building […]
Show Prospects Your Advice Planning Process To Get CLIENTS
by Tony Vidler The Challenge: Getting prospects to buy into your financial advice planning process. The Solution: Show them HOW the process works before asking them to commit. The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]
by Tony Vidler How do you know if a prospect is really a prospect, or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters. They just cannot bring themselves to say “no thanks”. They cost a ton in […]
by Tony Vidler There is a sale that advisers have to make, before they make a sale. The first sale that has to be made is YOU. Advisers often tell me they are struggling to get potential clients to engage. The increasing compliance and documentation of advice, and the need to establish professional credentials […]
by Tony Vidler It has never been more important to invest time at the beginning of a potential client engagement in establishing some rapport, and creating a genuine level of “like & trust”. That is the foundation upon which the entire potential business relationship is built. However, many struggle with knowing how to […]
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 […]
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 actually have to “sell”. A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations 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 through to be able to simplify complex […]
business wisdome from @behaviorgap
1- a great coach deserves to be paid for telling you to do nothing, when nothing is the right thing to do.
2- being in the position to tell you to do nothing requires a massive amount of work.