sales training Archives - Page 4 of 4

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 […]

You got the prospects attention…now what?

by Tony Vidler Advisers do not have a prospecting problem in todays world. They have an “attention-keeping problem”. Prospects have never been easier to find or reach out to, and getting their attention is not so hard – but keeping their attention most certainly is. It is probably the most critical step in developing a […]

The Adviser as an Influencer

by Tony Vidler The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would otherwise have made. In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed. But […]

The Continuous Cycle That Is Social Media Marketing

by Tony Vidler Marketing via social media is a bit like riding a bike: you have to keep pedalling that cycle or the lack of momentum will make it fall over. Many professionals beginning with social media as part of their marketing mix fail to recognise that continual movement is a critical part of making […]

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 […]

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 […]

Talk is cheap…but the returns are fantastic

by Tony Vidler Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”. Talk to clients and prospects directly. One-to-one…actually spending time communicating directly with each other…voice to voice…human to human. While I love using digital and leveraging it to communicate to as many people as possible, and it […]

The Financial Adviser Dinosaur: Not yet extinct

by Tony Vidler Despite all the changes in financial services over recent years the “Financial Adviser Dinosaur” is far from extinct. Bear in mind that pretty much everything I know about dinosaurs has been learned from watching all the Jurassic Park movies – twice, so I am a bit of an authority on them. […]

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