Giving Thanks for Salespeople
by Tom Reilly This is the time of year when people throughout North America give thanks. We celebrate our heritage and good fortunes. In this annual tradition is the practice of gratitude, which has been [...]
Total Cost is a Better Way to sell
by Tom Reilly "The real price of everything, what everything really costs to the man who wants to acquire it, is the toil and trouble of acquiring it." Adam Smith, The Wealth of Nations Total [...]
The Power of Humble Service
By Tom Reilly Your stage may be small. Your part may be minor. Your audience may be few in numbers. Your work may go unnoticed and underappreciated by most people. Your difference may be [...]
The Best Response to a Price Objection
By Tom Reilly, author of Crush Price Objections Money is always a better conversation to have with customers than price. Price is a product feature like the height, weight, color, packaging option, lead time, [...]
Stop Cutting Your Price
By Tom Reilly, author of Crush Price Objections Words are, of course, the most powerful drug used by mankind. Rudyard Kipling Words matter. Words hurt. Words heal. Words destroy a sale. Words make a sale. [...]
Keep It Simple, Salesperson
By Tom Reilly “Keep It Simple Stupid.” Kelly Johnson, founder of Lockheed’s famed “Skunk Works,” coined the acronym KISS to describe this design priniciple. His team designed the SR-71 Blackbird, a long-range strategic reconnaissance aircraft, [...]