Why Buyers Think Your Price Is Too High
By Paul Reilly There is a legendary tale about Pablo Picasso selling a sketch. Picasso was sitting at a café and sketched a bird on a napkin. He finished his coffee, crumpled up the [...]
How to Sell Your Personal Value
By Paul Reilly In our latest survey, we asked salespeople if it’s harder to differentiate their products, their company, or themselves as the salesperson. Fifty-four percent of salespeople indicated that it’s hardest to differentiate their [...]
Price Objections: Opportunity or Excuse?
By Paul Reilly Have you ever asked a salesperson for a discount just to see if you would get it? If you’re like most people, you have. If that salesperson was like most, he or [...]
3 Mistakes People Make During Recessions
By Paul ReillyBased on years of research, we've identified the biggest and costliest mistakes that salespeople make in tough times and tough markets. Understanding these mistakes will give you an edge in your market.Salespeople reduce [...]
You Don’t Need a Resolution
By Paul Reilly “If you don’t set goals, you can’t regret not reaching them.” —Yogi Berra The tradition of setting New Year’s resolutions dates back to the ancient Babylonians. We are all driven to make [...]
The #1 Thing Buyers Expect From Salespeople
By Paul Reilly In a recent seminar, an experienced salesperson was complaining about the internet. He explained that his customers seemed to know everything. He used a recent meeting to illustrate his point. He explained, [...]