What Is One More Call Worth?
by Paul Reilly What is one more call worth? This is a perplexing question to answer, because the answer will always be different. Here is a quick story to explain the value of one more [...]
Deep Listening
We hear so much yet understand so little.Deep listening is more than capturing sound that meets the ear. Deep listening precedes understanding. It is not enough that we know our customers’ needs, wants, and fears; [...]
Should Salespeople Have Pricing Authority?
“It is a commonplace observation that work expands so as to fill the time available for its completion … work (and especially paper work) is thus elastic in its demands on time.” Cyril Parkinson, a [...]
3 Ways to Tick Off a Customer
As an evolving professional speaker, I am always on the lookout for new material. It keeps things fresh. In Value-Added Selling, this is called tinkering. Inevitably, someone in the marketplace accommodates my professional growth and [...]
Tom Reilly’s Reading List
I often get the request for a reading list of books to add to a professional library. Here are some of my favorites. Enjoy. Value-Added Selling by Tom Reilly (Of course, this is on [...]
This year I will diet . . .
This year I will diet, exercise, and give up clichés. How often do we make the same resolutions? This year, consider switching it up and focusing on professional development. Your competition is. According to the [...]