sales Archives - Page 2 of 3

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 […]

The Number 1 Negotiating “Skill” That Advisers Need

by Tony Vidler Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on behalf of clients, that often becomes a source of stress and angst for all parties, with […]

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 […]

When Your Sales Numbers Suck…

by Tony Vidler Sometimes the best thing an adviser can do is admit to themselves that their sales numbers just suck. It’s the age-old “you can’t improve something until you admit that there is something wrong with it“. The reason for pointing out the obvious here is that there are plenty of […]

Getting the right style and structure for an effective telephone track

by Tony Vidler Being able to build an effective telephone track is a core skill for any adviser, and yet, so few seem to understand how to build one. It is perhaps one of those “lost sales skills” from the last decade or so, where new entrants into the advice industry have veered away […]

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 […]

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 […]

Engagement Marketing is not asking “Will you marry me?”

by Tony Vidler Many financial advisers have not yet grasped the fundamental of engagement marketing, and that is don’t race to ask someone if they want to buy something. Seems a simple enough concept doesn’t it? It is akin to asking a brand new dating partner “will you marry me?” when they haven’t yet decided […]

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