Articles

by Tom Reilly Fairness is how you hope the other person will treat you. Last year, we surveyed 500 people to identify the causes of price resistance. Limited resources, fear, and lack of differentiation ranked [...]

by Tom Reilly If price is the only thing that differentiates you from the competition, you have more than a pricing problem. Every product wrapped in creativity and delivered conscientiously becomes a differentiated solution [...]

by Tom Reilly “That sounds like a lot of money to spend for this product.” “I didn’t think it would cost this much.” “I’m not sure we want to spend that much money.” Price objections [...]

by Tom Reilly Lao Tzu, Chinese philosopher, 6th century BC wrote, “The reason why rivers and seas are able to be lords over a hundred mountain streams is they know how to keep below [...]

“Humility is the solid foundation of all virtues.” Confucius The power of this paradoxical virtue comes from its lowliness. Humility is truth. It is to know and accept ourselves as we are—nothing more, nothing [...]

by Tom Reilly Successful organizations embrace humility as a powerful paradox. What masquerades as meekness is really strength. The perceived weakness of this virtue is the source of its power. That is the paradox. Humility [...]