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Lost Sales Skills: How to “get down to business” without drama
by Tony Vidler The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince them to change. The first tension point for today’s professionals is how to transition from the […]
by Tony Vidler Speed kills…except in sales….there IS a need for speed with leads. 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 […]
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 actually have to “sell”. A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
Deal or No Deal? Advice is really that simple at the beginning.
by Tony Vidler One of the greatest challenges for professionals working with complex ideas and products is to keep conversations and explanations as simple as possible, without being patronising to the client or skipping the detail that compliance demands. After all, it takes great skill and careful through to be able to simplify complex […]
Improve your sales results with a quick “Kerbside Review”
by Tony Vidler One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate […]
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler WIIFM. What’s In It For Me? No sale is ever made, no client ever signs on, until you’ve clearly addressed this question as it is the dominant question running through every prospects mind. Most of us know this….and despite knowing it, most people in professional services struggle to address […]
by Tony Vidler We often find ourselves giving good advice only for clients to then dawdle over the implementation of it. That of course presents a range of “risks” for clients as well as being frustrating for the adviser. Whether that risk is the “time cost of their money”, or an opportunity cost, or […]
by Tony Vidler To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slow Down. Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
The Benefits Of A Prepared “Sales Script” (and the steps to making one)
by Tony Vidler Everyone you talk to hates sales scripts – especially clients and prospects. Professionals hate them nearly as much. I love them. And I think professionals should love them too. It is probably one of the most under-rated “steps to success” because there is a perception […]
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 […]