Cheap or Different: You Choose!
by Tom Reilly “If you’re not unique, you better be cheap.” (Kevin Cope, Seeing The Big Picture) If the only thing that differentiates you from the competition is your price, you have more than [...]
The Perfect Sales Pitch
by Tom Reilly Gifted musicians have perfect pitch. They can recognize or sing any musical note without a reference pitch. Talented salespeople have perfect pitch when they hit the right note and strike the right [...]
1-2-4 Opportunity Management
by Tom Reilly Jack Welch, CEO of General Electric, told a group of managers, “You can’t grow long-term if you can’t eat short-term. Anybody can manage short. Anybody can manage long. Balancing those two [...]
Voice Mail, E-Mail: Friend or Foe?
by Tom Reilly In 1982, a common question in our seminars was, “Tom, how do I get around the gatekeeper so I can talk to the decision maker?” In 2015, a common question in our [...]
Brand Preference and Personal Loyalty
By Tom Reilly, author of Value-Added Selling (McGraw-Hill, 2010) I like Dell computers. I ride Harley-Davidson motorcycles. I drink Michelob Ultra. I prefer these brands over others. Am I loyal to these brands? Not really. [...]
Resolve To Make More Calls in 2015
by Tom Reilly Writers scribble a thousand words per day for years to learn their craft. Marathon runners log hundreds of miles to prepare for a 26 mile race. Musicians rehearse four-minute songs for hours [...]