Commodity versus Advice

On the train one spring morning to London I met three very interesting ladies who made me think about financial advisers or, in fact, any salespeople who want to differentiate themselves from their competition, so let me share with you why. These ladies are from Indonesia and live and work in Gloucester. They were dressed immaculately and were chatting and being excited about their trip to London. Being the day before Easter, the train was packed with day trippers looking forward to a day in London and I expected these…

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How to tighten up your test closes to get commitment earlier

Test closes are brilliant ways of testing the water with your customers. We all use them probably without even knowing it as it’s something you always hear top performing salespeople doing. Tell me the difference between these four test closes: How do you feel so far? How does it look to you so far? What are you saying to yourself so far? What are you hearing so far? They all attempt to do the same thing, in other words, test the customers’ views and thoughts so you can continue with…

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