The Top Three Christmas Movies of All Time (and what salespeople can learn)
By Paul Reilly I’m sure this message will trigger some interesting comments, but I have to answer this question once and for all. During the holiday season, there is no shortage of Christmas movies. [...]
Don’t Let Customers “Walmart” You
By Paul Reilly Don’t let customers “Walmart” you. Walmart’s CEO recently made it clear: “We’re not going to pay high prices anymore.” Walmart is flexing its muscles and squeezing suppliers. Salespeople everywhere are experiencing [...]
The Power of Perceived Value
By Paul Reilly It’s a hot, sunny day on the beach. You only have ice water to drink, but you’d love an ice-cold beer. Your friend has to make a phone call and offers to [...]
The Fleeting Focus of Summer
By Paul Reilly “To be everywhere is to be nowhere.” — Seneca (Roman Philosopher, 65 AD) Seneca could’ve had the summer months in mind when he said this over 2000 years ago. Is it just [...]
Attitude: The Great Builder (or Destroyer) of Confidence
By Paul Reilly Do any of these statements sound familiar? "There's no way they'll pay our price!" "That seems like too much margin. Am I gouging the customer?" "Price is the only thing that sells [...]
3 Tips to Thwart Cheap Competitors
By Paul Reilly “Your competition offered a better price and we’re considering their proposal.” Does this sound familiar? Every seller has experienced this scenario. Oftentimes, sellers don’t know how to respond. Sellers think, “How could [...]