sales skills Archives

Top Of Mind Awareness: Being Present Without Being A Nuisance

by Tony Vidler Promoting our personal professional brand is essentially all about creating top-of-mind-awareness. Being the person that our target market thinks of, and then calls, when they recognise a need or desire is our goal. We want to be “top of mind”. To achieve that we must master the art of being present, but […]

Is this why prospects ignore your networking effort?

by Tony Vidler Networking often seems to be harder than it should. It is amazing how many people forget, or ignore, basic social skills and common courtesies when trying to network – especially in online networking platforms such as LinkedIn. Speaking personally, I ignore people trying to network with me on a daily […]

Why we get price resistance

by Tony Vidler Whether we like it or not there is nearly always price resistance in delivering financial advice, and how we present our service is a large part of that problem. It doesn’t have to be…we just need to think through the differences between “what we say” and “what they hear”. I often […]

Question: What’s the worst that could happen if you asked this?

by Tony Vidler Great questions are integral to client engagement, but what is a really GREAT question? One of the keys to success for any professional is having strong sales skills, or to put it another way, the ability to influence clients to shift their thinking. Is that “selling” though, or is that just […]

Want Prospects To Open Up? Take a tip from the professional interviewers

by Tony Vidler Once upon a time everyone was taught the difference between open and closed questions as the key to engaging prospects…and it worked for a fair while. In today’s world with it’s much greater emphasis upon individual opinion and with our professional focus having shifted entirely onto what the client cares about rather […]

Using Gamification To Engage With Prospects

by Tony Vidler Behavioural finance meets gaming meets technology and that means “marketing opportunity”. One of the newer marketing concepts arising from these trends converging is “gamification”, and while it is being used in all sorts of industries to engage consumers with new products and services it doesn’t appear to have really attained great traction […]

One thing we should learn from the Robo’s…

by Tony Vidler Like it or not, we have to accept that the “Robo’s” do some things better than human advisers do…especially when it comes to removing barriers for consumers to engage. If we look at any of the good online retailers or service providers – whether it is in financial services or selling […]

Choose your words carefully…they can change the choices that prospects make!

by Tony Vidler There are decades of good quality research now which help us understand how people are influenced, and what words or language are most likely to influence them. The words that financial advisers choose to use matter more than ever before if we want people to follow our advice given that professional advice […]

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: 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 […]

How to give COI’s a taste of what you can do

by Tony Vidler One of the most effective things you can do to create confidence and support from prospective Centre’s Of Influence is take them through your client experience. Actually do the job that you do, for the COI. It is incredibly powerful and effective, and the chances are good that you will pick them […]

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