Post-Sale Analysis
by Paul Reilly If you asked a spectator to describe a Blue Angel airshow, they would use words like “perfection” or “flawless.” On the other hand, if you asked the pilot about their performance, they’d [...]
The Elevator Speech
Everyone needs a good elevator speech. It is the fundamental sales conversation starter. The elevator speech has been around for at least as long as there have been elevators, probably longer. The elevator speech is [...]
The Power of Surprise
by Paul Reilly “First time I've ever lost a game that way. First time I've ever seen a game lost that way.” -NICK SABAN Saban is referring to his surprise loss to Auburn in the [...]
What Is Your Value-add-itude?
by Tom Reilly A few years ago, Jon Kabat-Zinn wrote about a phenomenon called selfing, “… that inevitable and incorrigible tendency to construct out of almost everything and every situation an I, me, and mine, [...]
Loss of Contact
by Paul Reilly “Houston, we have a problem. We have lost all communication with…” Our prospects? We have all been there. We meet with a prospect who starts to heat up. They like our company, [...]
Great Sales Attitudes
by Tom Reilly Sometimes, simplicity is best. These are a few of the attitudes we teach in Value-Added Selling. I treat sales calls as job interviews because I am really asking customers to hire me [...]