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Give yourself a better chance of having prospects engage you
by Tony Vidler        There is one simple thing that advisers should do to improve the probability that prospects will engage you: Talk about the outcomes you create for clients rather than talking jargon. In engagement letters and scope of service documents, as well as in advertising brochures or online, too many advisers list their expertise […]
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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 […]
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How To Get Buy-In From Clients To Full Advice
by Tony Vidler        Clients often want advisers to deal with just one element of financial planning…their current “burning issue” that triggered the need for advice to begin with.  Getting them to engage in full advice can be tough and they need to understand what you CAN do for them, and where your knowledge and skills […]
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New Ways To Lift The Game With Customers
by Tony Vidler        Have you thought about rolling the dice and asking your customers what they would like you to provide? In professional services we are often reasonable at surveying our customers for satisfaction and service levels, and asking generic questions about how we can improve in those areas.  More often than not though […]
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How do you know your financial advice is suitable?
by Tony Vidler        Knowing that your financial advice is suitable for a client is something that every professional adviser is willing to attest to, but proving it when challenged can be incredibly dificult. Advisers are increasingly being challenged and therefore seeking assurance that their practices are robust and will withstand such scrutiny.  Whether that scrutiny […]
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Sales Activity Can Be Gamified
by Tony Vidler        Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them.  “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants. It […]
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Uncomfortable with Referrals? No problem…there is another way…
by Tony Vidler        Being a firm believer that Word-Of-Mouth marketing is THE most effective form there is, I do bang on about being referable and engaging with the target market…but… REALITY CHECK: Some people just never feel comfortable giving referrals. In fact there IS a good chance that you will jeopardise your existing business […]
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Professional Triage: Targeting The Immediate Need
by Tony Vidler        A huge mistake many advisers make is trying to deliver comprehensive advice to a client concerned only with an immediate need.  We need to recognize when triage is required, as opposed to when ongoing nursing is needed. The immediate need is the more often the trigger for an advice client to coluntarily […]
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There is a need for speed with lead conversion…
by Tony Vidler        Speed kills…except in sales….there IS a need for speed with lead conversion.  By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example. Unbelievable, right? Research shows it to be absolutely true.  Perhaps Maverick said […]
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What is “Good Content” For Advisers To Use?
by Tony Vidler        Nearly every advisory firm says “we need more prospects“.  sure, more prospects helps build a business but what builds a business faster is good prospects who are a right fit, and who don’t really consider going anywhere else when the time is right for them to use an adviser.  And frankly […]
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