Four Sales Questions that have to be Answered
by Paul Reilly According to research at Tom Reilly Training, 86% of salespeople are asking the wrong questions. Since asking questions guides the sales conversation, 86% of salespeople are leading the sale down the wrong [...]
I’m Satisfied With My Current Supplier
By Tom Reilly, author Value-Added Selling (McGraw-Hill) “Newton's First Law of Motion states that a body at rest will remain at rest unless an outside force acts on it, and a body in motion at [...]
Stop Selling Commodoties
by Tom Reilly A commodity is a product that is differentiated only by its price. If the only thing that differentiates your product from the competition is your price, you have more than a pricing [...]
The Real Mission of Value-Added Selling
by Tom Reilly Our mission in Value-Added Selling is simple: We sell products by solving problems, satisfying needs, and serving people. On the surface, this may seem obvious. That is why we dig deeper. Notice [...]
Practice Doesn’t Make Perfect
by Paul Reilly “…only perfect practice makes perfect.” Vince Lombardi makes an excellent point. The simple act of practicing doesn’t mean you achieve perfection. Simply showing up doesn’t mean you are going to be successful. [...]
Is Your Pitch Breaking the Law?
by Paul Reilly According to the FTC, a product can only be marketed as new for six months. Salespeople routinely make a sales pitch under the premise that the product is actually new. How many [...]