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Just BECAUSE…..
by Tony Vidler        One of the most powerful words in sales and marketing is “because”….and it doesn’t get used enough. …with BECAUSE we can link ideas of logic and emotion.  The linking of logic and emotion makes ideas far more powerful and memorable because we can feel and analyse simultaneously.   More importantly though it […]
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I sell…You sell…We ALL sell. Or should do…
by Tony Vidler        I am a professional.  I am a salesman. These two things are not contradictory.  I sell stuff.  It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and possibilities.   But I sell.  And I think I am a professional too.   Why do we […]
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Financial advisor sales activity
Slow down to get better results
by Tony Vidler        To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive:  Slow Down.   Anyone who has played a lot of sport knows that when things get disjointed and are not quite working seamlessly, the trick is […]
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voicemail-answer
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 […]
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upsell-services
How To “Up-Sell” Your Professional Services
by Tony Vidler        There are many services which most professionals can provide to clients, and a distinct area of opportunity is to look at combining those services where it makes sense to do so, and up-sell a higher value package of service to clients.   Up-selling is not the same as cross-selling however, and […]
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best-negotiating-skill
The Number 1 Negotiating “Skill” That You Need
by Tony Vidler        Every professional needs to use negotiating skills every week…if not every day. We are constantly negotiating with clients, or on behalf of clients, for a host of things, and it often becomes a source of stress and angst for all parties, with latent dissatisfaction underlying.   The reason why that is […]
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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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What is the missing ingredient in your marketing campaign?
By Tony Vidler There are some great and clever marketing campaigns put together by professional services firms and their marketing advisers, and they often get “good” results.  Typically one thing stops them from getting great results:   The follow through.   Just like a great golf swing, what happens in the first half is only…well…”half […]
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Advisers: Get a better return on your own biggest investment
by Tony Vidler It is a little ironic that many professionals in the business of advising people how to get better returns do not understand how to get a better return on their own biggest investment – their business. Many advisers think a successful personal retirement is simply a matter of selling their business to another adviser, […]
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How going Low-Tech is best!
by Tony Vidler. As advisers become more compliance-focused, and attain more technical expertise, there is a real risk of getting too clever – and clients not understanding what you are talking about.  It is helpful to have some simple techniques that cut through to the heart of the matter and show them precisely what you […]
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