Don’t Burden Yourself with Low Expectations
"You can't always get what you want ..." The Rolling Stones, 1969 But, you generally get what you expect. The power of expectations has been demonstrated and reported on in studies of athletes, employees, and [...]
Why Do Customers Resist Change?
By Paul Reilly I asked this question in a recent seminar. Here were some of the responses: They prefer the status quo; They are happy with their current supplier; and They only buy on price. [...]
Price Resistance Is Inevitable
By Tom Reilly, author Crush Price Objections (McGraw-Hill) “There is no suspense in inevitability.” (Damon Lindelof) Of course you will hear price objections! I would be shocked if you didn’t. The simple psychology of human [...]
The Power of Your Words
by Tom Reilly It is an exciting time to be in the communications business—selling and speaking. The burgeoning field of neuroscience is working its way into most professions, especially sales. Neuroscientists are using sophisticated brain [...]
Calling Patterns of Today’s Salespeople
Special Report by Tom Reilly Are you making enough sales calls? Probably not. Last fall, I conducted a study to determine the calling habits of B2B salespeople. Our sample was 297 distributor and manufacturer outside [...]
A Job or a Calling?
“When I was five years old, my mother always told me that happiness was the key to life. When I went to school, they asked me what I wanted to be when I grew up. [...]