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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 […]
How to challenge a clients thinking without actually getting into a challenge
by Tony Vidler Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation. Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation […]
How to get Clients to agree to the right cover level
by Tony Vidler It can be challenging getting clients to agree to what we know is the right cover level for their insurance needs. Whatever numbers we come up with analytically and logically are greeted with disbelief more often than not. Considering that most clients see most insurance most of the time as […]
by Tony Vidler When it comes to the words we use in conversation we all have our own idiosyncracies and quirks of speech, and often do not realise that they can make or break us in business. The actual words that we use convey emotion, bias, judgement, attitude….all heavily influential aspects in having […]