Articles

By Paul Reilly “To be everywhere is to be nowhere.” — Seneca (Roman Philosopher, 65 AD) Seneca could’ve had the summer months in mind when he said this over 2000 years ago. Is it just [...]

By Paul Reilly Do any of these statements sound familiar? "There's no way they'll pay our price!" "That seems like too much margin. Am I gouging the customer?" "Price is the only thing that sells [...]

By Paul Reilly “Your competition offered a better price and we’re considering their proposal.” Does this sound familiar? Every seller has experienced this scenario. Oftentimes, sellers don’t know how to respond. Sellers think, “How could [...]

By Paul Reilly “People are willing to pay higher prices when vendors are transparent about their operating costs.” — Dan Ariely, “Ask Ariely.” Wall Street Journal Ariely is a leading authority in behavioral economics—the study [...]

By Paul Reilly Walt Disney was a fanatical innovator. In the 1940’s, Walt created a term that became synonymous with improvement and enhancement—plussing. Walt was obsessed with plussing the customer experience. In Pat Williams’ book, [...]

By Paul Reilly A recent article in Inc. Magazine suggested that “discounting is for dummies.” The article even mentions Warren Buffett’s philosophy on pricing. Although Buffett is a hands-off executive with his company, he is [...]