sales skills

Wanting client buy in? Then there is a wonderfully simple technique that all professionals should be using every time they make a recommendation…. …of the challenge giving advice in what is usually a difficult area…

According to the Guiness Book Of World Records the greatest salesman in the world was Joe Girard. Joe sold cars…an incredible 13,001 cars sold in his career. One at a time…working “retail” with high priced…

As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice. Coincidence? I think not. There has been a trend for years for financial…

Without doubt the most precious resource you have in professional services is your time. For many practitioners it is all they have to sell, and derive income from. It follows that when it comes to…

“Is that adviser working for you?” is a question that is being constantly thrown at consumers, and there is some merit in it. Which financial adviser is going to be right: the one who charges…

Make yourself scarce. It is a well established economic AND behavioural principle is that people generally will have higher demand for that which is more difficult to get. Less of something makes it more valuable,…

Being a valued financial adviser is the goal, right? Well it is difficult to considered yourself “valued” if you don’t place a value upon your own expertise or worth to the client. It is even…

A simple prospecting idea which usually pays off is simply re-connecting with those who you have spent time with, but did not do any business with. I am talking about “prospects” from 6 months ago…or…