The High Cost of Cheap Prices
By Tom Reilly, author of Value-Added Selling (McGraw-Hill) Cheap prices seduce and delude. They scream as Sirens to price-sensitive shoppers and delude them into believing they are getting great deals because of the cheap [...]
The Skill and Will to Succeed in Sales… and Life
By Tom Reilly, author of Value-Added Selling (McGraw-Hill) Success is demanding. It is one part skill and an equal part will. Someone may have the skill to succeed but lack the will to succeed. [...]
Do You Want Feedback or Validation?
By Tom Reilly “I want the truth.” “You can’t handle the truth.” This powerful exchange between Tom Cruise’s character, LTJG Kaffee, and Jack Nicholson’s character, Col Jessep, is one of the most memorable scenes [...]
Fighting a Price War
by Tom Reilly This is a war, a price war. You’re fighting an enemy, a pernicious challenger to your profitability. The battlefield is in your customer's head. Your opponent is price-shopper thinking. The enemy is [...]
The 7 Best Sales Questions Ever
By Paul Reilly Imagine walking into an electronics store. Immediately, the salesperson greets you and shows you a brand new TV. They start telling you everything you never wanted to know about this television. [...]
Managing Customer Expectations
By Tom Reilly, author of Value-Added Selling Customer satisfaction is a function of how you perform vis-à-vis the customer’s expectations. Satisfaction is often expressed numerically as a ratio: performance to expectations. Customer satisfaction is an [...]