sales skills Archives

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 […]

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 […]

referral generation for financial advisers

How to position yourself for referrals from clients

by Tony Vidler Getting referrals on an ongoing basis from happy clients largely comes down to positioning for them correctly. Put some thought into how you will position the expectation, and when you will do it in your client engagement, to increase your chances of success. Most importantly though, earn the right to them and […]

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 […]

The Essential Soft Skills Needed To Influence

by Tony Vidler To influence others requires softs skills rather than hard core sales skills and techniques. The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would otherwise have made. In order to become a more effective adviser the ongoing development of the […]

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 […]

How to Position To Get The Right Referrals

by Tony Vidler Getting referrals is difficult enough for many, but to get the right referrals is even tougher. It’s always nice to get any referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to. So we do want to […]

If you want people buying your advice, then dumb it down!

by Tony Vidler When it comes to getting people buying your advice one of the best tips I can give is “dumb it down- but don’t treat them like dummies“. There is a big difference between “dumbing it down” and treating people as if they are dumb. The first is about simplifying the message in […]

sales skills

SEARCH BY SUBJECT AREA

Get financial adviser coach blog updates via email.

Other useful resources

Fresh ideas delivered to your inbox