sales skills Archives - Page 7 of 18

Professional Credibility & the “Trust Me…I am experienced” line

by Tony Vidler “Trust me…I’m an experienced professional…” How many times do we hear a professional claiming that a client should trust them and deal with them because they have X number of years experience? Does this “years of experience” thing really translate into professional credibility? Increasingly cynical consumers ask themselves “do you […]

Why settle for average Adviser performance when you could be outstanding?

by Tony Vidler Advisers frequently settle for being average, and it is definitely not because they want to be average but because they don’t really know what it takes to elevate their performance exponentially. Average adviser performance can be turned into outstanding adviser performance by making the changes that make the difference. The […]

How to work out who to keep on your team

by Tony Vidler One of the toughest areas of practice management is building your team and keeping the team “right for you”. So it is best to begin with an unpalatable truth: It is inevitable that at some point you will get team selections wrong. You will get hiring decisions wrong….and sometimes firing decisions […]

Are sales letters useful?

by Tony Vidler A traditional marketing practice for financial advisers has been sending “pre-approach” sales letters to prospective clients. It seems that very few still do it, and yet I wonder if they are worthwhile in todays world? There is no doubt that most prospective customers are not exactly waiting around hoping a piece […]

For Converting Prospects Patience Pays Off!

by Tony Vidler Converting prospects is no longer about sales technique, it is about patiently engaging and educating and matching their timeframe. But being a lot more patient than ever before pays off with higher value clients who stay longer. But how patient do you have to be? Research consistently shows that […]

Be an Authority to get the spotlight

by Tony Vidler Many professionals believe that the peak of their career, and business prospects, are achieved when they attain “expert” status. Actually, your objective should “be An Authority” – or better yet; “Be The Authority”. In financial services expertise is often defined as having attained one of the rigorous formal and technical […]

How do you WOW the new client?

by Tony Vidler What steps do you take to eliminate buyers remorse with a new client? It happens with virtually all new clients: You do all the hard work of finding, attracting and engaging them, and of course you have superb service for ALL your ongoing clients….BUT…at the outset when the dust has […]

You can help your clients say YES more often

by Tony Vidler All advisers want clients to say “yes” more often…in particular “yes” to everything that the Adviser could be doing for them instead of just getting a “yes” to one service. To achieve that an Adviser needs to continually raise clients awareness of everything that you can do to help them – […]

The 5 big C’s that will create advocates for you

by Tony Vidler If you want to move clients up the loyalty ladder and create advocates for your business there are 5 critical areas that you have to demonstrate, and the clients have to believe, before the business relationship will bloom to full advocacy. In this quick tips video we discuss these 5 […]

To Improve Lead Conversion You Need 2 Speeds

by Tony Vidler Every lead is gold, and ideally every lead would result in conversion to a client. The conversion rate really is often the difference between getting a good return on your prospecting and marketing efforts, or perhaps getting no return at all. The short cut to better conversion is often […]

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