How To Add Unexpected Value
By Paul Reilly Hilton is known for their award-winning guest experience. The employees are well trained and empowered to act. I recently experienced this while checking in at a Homewood Suites in Houston, TX. During [...]
Answer These 6 Questions Before Every Sales Call
By Paul Reilly “If you aim at nothing, you will hit it every time.” – Zig Ziglar It is staggering how many salespeople aim for nothing and hit it every time. Less than one-in-ten salespeople [...]
There Is No Such Thing as an Apples-to-Apples Sale
By Tom Reilly Price shoppers use value-stripping to gain price concessions by sellers. This means that buyers reduce the offer to its most fundamental and generic properties; they commoditize the product. Salespeople must not participate [...]
Persuasion Is All About Distance
By Tom Reilly Janus, the Roman god of entrances and exits and the namesake of our first month of the year, is often depicted as having two faces—one looking backward and the other looking forward. [...]
The Problem of Short-Termism and Price Objections
By Tom Reilly "The pleasure which we are to enjoy ten years hence interests us so little in comparison with that which we may enjoy today … " (Adam Smith, The Theory of Moral Sentiments) Two [...]
Value-Added Selling as a Movement
By Tom Reilly "Tom, what you're really talking about is starting a movement in our company." I heard this in a seminar I conducted in Ireland for a Danish company. The person suggesting this saw [...]