Degrees of prospect satisfaction
100 degrees is twice as hot as 50 degrees. Right? Actually it is wrong. There is no absolute zero, only degrees of hot and cold to consider. The same flaw is present when we determine [...]
Singletasking versus Multitasking
By Tom Reilly Multitasking leads to brain drain. You’re driving to your next appointment, enjoying your Starbuck’s Mocha Frappuccino, listening to the Stones, and your cell phone rings. You answer it. At the next [...]
Two Things Customers Want
by Tom Reilly The Yin and Yang of business are the dynamic forces of contraction and expansion. Contraction is tightening and expansion is growth. These forces translate into the two things every customer wants: efficiency [...]
Social Media Selling 101
If your game of phone-tag seems more like hide-and-seek, then it’s time to change the way you communicate with your customers. In a recent press release, Experian Marketing Services indicated that 27% of time spent [...]
Value-Added or Value-Received
by Tom Reilly, author of Value-Added Selling Value-added is everything you do to something from the moment you touch it, transform it, and transfer it to someone else. It is how you put your fingerprints [...]
How People Decide
By Tom Reilly, author of Value-Added Selling Salespeople who sell to the buyer’s needs and wants are three times more likely to close the deal at a higher gross margin than salespeople who sell only [...]