sales tips Archives - Page 3 of 5

Answer the only question that matters and prospects will give you what you want

by Tony Vidler The only question that matters to prospects is “W.I.I.F.M?” The big “what’s in it for me?” question is the only question that matters when we are dealing with a prospective customer…someone who WE want to talk more to, but who doesn’t yet want to talk to us. So what is […]

How to close out the phone call to get your desired action

by Tony Vidler Bringing the phone call to a close successfully, and achieving your initial objective, is the ultimate point of a structured telephone track. It is the end goal. There is just a little bit of thought and structure to it – but not too much – and it is probably […]

Getting attention & positive engagement on the phone

by Tony Vidler There is some methodology to getting a listeners attention and positive engagement on the telephone…it isn’t just good luck! Of course, there is structure and methodology in building effective and entire telephone track. It should be a core skill for any adviser, and yet, so few seem to understand how […]

What IS value to your prospect?

by Tony Vidler It may seem an obvious question; but do you know what “value” IS to your prospective clients? Value can be determined by any individual in any number of ways of course, and what is valuable to one person is not necessarily so to another. Or what is valuable at one […]

How to get customers enthused when our products are boring

by Tony Vidler How can we create or transfer enthusiasm to a customer when: Our products are as boring as the boring-est thing ever. The Value that customers receive from financial services products could be years and years and years away….if “physical value” actually ever turns up at all Our products are as boring as the […]

financial planning process for prospects

Show Prospects Your Advice Planning Process To Get CLIENTS

by Tony Vidler The Challenge: Getting prospects to buy into your financial advice planning process. The Solution: Show them HOW the process works before asking them to commit. The keywords there are “show” and “how“….and it is because so many advisers do not focus on these 2 words in the earliest stages […]

Is that Prospect really a prospect?

by Tony Vidler How do you know if a prospect is really a prospect, or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters. They just cannot bring themselves to say “no thanks”. They cost a ton in […]

The first sale you have to make…

by Tony Vidler There is a sale that advisers have to make, before they make a sale. The first sale that has to be made is YOU. Advisers often tell me they are struggling to get potential clients to engage. The increasing compliance and documentation of advice, and the need to establish professional credentials […]

How to get down to business, nice and easy….

by Tony Vidler It has never been more important to invest time at the beginning of a potential client engagement in establishing some rapport, and creating a genuine level of “like & trust”. That is the foundation upon which the entire potential business relationship is built. However, many struggle with knowing how to […]

For Client Presentations Going Low-Tech Works

by Tony Vidler 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 advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]

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