Articles
Your Price Is Too High!
By Paul Reilly Prospect: "It's an apples-to-apples comparison. Your price is too high!" Value-Added Salesperson: "Well, there are over 2500 varieties of apples. Which ones are you comparing?" Mic Drop Most price objections ARE [...]
Are You Leaving Impact on the Table?
By Paul ReillyEvery salesperson has left money on the table. Sellers do this in several ways: through discounts, making unnecessary concessions, or not charging a high enough price. Here’s the real problem…You’re not leaving money [...]
It’s Not About Price…83% of the Time
By Paul Reilly “It all comes down to price.” “Price is the only thing that sells.” “It’s different in our industry. Customers are more price-sensitive.” Does this sound familiar? Sellers often use these statements to [...]
The Top Three Christmas Movies of All Time (and what salespeople can learn)
By Paul Reilly I’m sure this message will trigger some interesting comments, but I have to answer this question once and for all. During the holiday season, there is no shortage of Christmas movies. [...]
Don’t Let Customers “Walmart” You
By Paul Reilly Don’t let customers “Walmart” you. Walmart’s CEO recently made it clear: “We’re not going to pay high prices anymore.” Walmart is flexing its muscles and squeezing suppliers. Salespeople everywhere are experiencing [...]
The Power of Perceived Value
By Paul Reilly It’s a hot, sunny day on the beach. You only have ice water to drink, but you’d love an ice-cold beer. Your friend has to make a phone call and offers to [...]