sales track structure

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what's in it for me
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 […]
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telephone track closing
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 […]
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telephone track sttyle and structure
How to get the listener’s interest on the phone
by Tony Vidler        Generating the listener’s interest in your message is the single most critical element in an effective telephone track, and like each part of a well organised track there structure and technique in how to achieve it.   As I have stressed throughout this mini-series, there is structure and methodology in building […]
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telephone track closing
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 […]
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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 […]
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Sales Technique Is The Key To Opening Minds
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, […]
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How to create engaging conversations
by Tony Vidler        Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult.  It can be even more difficult when they are guarded…thinking maybe that you are just there to sell them something.   You can engage even the most guarded and difficult prospects […]
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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 […]
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sales-scripting
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 […]
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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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