sales training Archives - Page 2 of 4

Understanding why people buy…anything.

by Tony Vidler When it comes to advising clients to change course or do something new we should remember the reasons why people buy anything, including “advice”. If we want our advice to be effective (and lead the client to do something better than they are currently doing) then it is best to make […]

The Right KPI’s Drives The Right Results

by Tony Vidler If you want the right results in a practice you have to set the right KPI’s because what you reward determines what behaviour you get, and what behaviour you get is determined by how your people see themselves being measured. One of the best measurement tools any manager can have is […]

How to develop your revenue producers

by Tony Vidler Managing other revenue producers inside your practice is a heck of a challenge, even if you’ve got history as a sales manager. For many practitioners developing their own practice that experience of building and developing a team – and developing the individual producers within a team – is a venture into […]

How To Present Adverse Insurance Decisions

by Tony Vidler That sinking feeling you get when an insurer comes back with terms and you have to present an adverse insurance decision…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. Not great for the client usually […]

Get enthusiastic if you want clients to engage you

by Tony Vidler Here’s a simple thing to do if you want to have more clients engage you: Get enthusiastic about it. Professional advisers have become dreadfully serious people with the focus on process and technical knowledge. Not surprisingly the work for many has become more of a drag and the whole process […]

7 Warning Signs That The Prospect Is Wrong For You

by Tony Vidler No matter how hard you try to get it right, sometimes the prospect is wrong for you. You are wasting your time and would be best to just cut your losses and move on quickly. They are not a right fit for you, or you are not a right fit for […]

The Words We Use Can Break Or Make The Sale

by Tony Vidler We can break a probable sale or make the sale in an instant. It can turn on a phrase or sometimes even a single word. The words we use matter. When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and […]

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 […]

Productivity Tip: Prioritise the Activities that Yield the most

by Tony Vidler Managing time is not a productivity tip. Time ticks on regardless and you can’t “manage” it. What you can do is prioritise how you use it. So here’s the top productivity tip: To handle a significant workload AND get the results you want you need to prioritise the activities that yield […]

YOUR need will kill the sale

by Tony Vidler I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients. YOUR need will a sale. Sometimes, perhaps too many times, the reason why consumers do not buy is because of us. Whether we are trying […]

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