sales technique

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insurance-cover-amount
How to get Clients to agree to the right cover level
by Tony Vidler        It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs.  Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not.   Considering that most clients see most insurance most of the time as […]
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insurance-loading
How To Present Adverse Decisions
by Tony Vidler        That sinking feeling you get when an insurer comes back with an adverse decision and you have to present it…basically telling the client that actually, they are a higher risk of something bad happening….it is an unpleasant and stressful time for a financial adviser.   Presenting these adverse decisions such as […]
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poor-prospect
7 Warning Signs That The Prospect Is Not Right For You
by Tony Vidler        No matter how hard you try to get it right, some prospects are just not right for you.  You are wasting your time and would be best to just cut your losses and move on quickly.   The problem we have is that often we don’t figure that out until we […]
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sales-words
The Words We Use Can Make Or Break The Sale
by Tony Vidler        When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business.   The actual words that we use convey emotion, bias, judgement, attitude….all heavily  influential aspects in having […]
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voicemail-answer
How To Get Your Voicemail Message Responded To
by Tony Vidler        Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike.  Their number 1 method of avoiding you.   Too many minutes & hours are lost constantly leaving messages […]
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best-ideas-for-professionals
The Big Ticks: Best Stories For Professionals This Week
by Tony Vidler         Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.   These are the highlights from the week that you should stop and read, as they […]
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qualifying-a-prospect
Is that Prospect just yanking your chain?
by Tony Vidler        We’ve all had the prospects who seem to be engaged, but turn out to be yanking our chains….complete time-wasters who cannot bring themselves to say “no thanks”.   They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future […]
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sales-numbers-suck
When Your Marketing Is Fine But Your Sales Suck
by Tony Vidler        Sometimes the best thing an adviser can do is admit to themselves that their sales just suck.   It’s the age-old “you can’t improve something until you admit that there is something wrong with it“.   The reason for pointing out the obvious here is that there are plenty of people […]
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who-pays-advice-fee
Who is paying who?
by Tony Vidler        Who is paying who is becoming the biggest question in consumers minds as the public debate around fees and commissions  and conflicts of interest increases in financial services.   That’s a great thing for professional advisers.  It is however a question that many struggle to answer adequately when commission on products […]
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what's in it for me
Answer the only question that matters and prospects will do what you want
by Tony Vidler        The W.I.I.F.M. – The big “what’s in it for me?” question is the only question that matters to a prospect isn’t it?   Strip away all the behavioural psychology and best practice advice process…forget sales technique and cunning tactics to trick people into opening their wallets.  Just answer this question at […]
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