If You Want to Charge Higher Prices, Share Your Costs!
By Paul Reilly “People are willing to pay higher prices when vendors are transparent about their operating costs.” — Dan Ariely, “Ask Ariely.” Wall Street Journal Ariely is a leading authority in behavioral economics—the study [...]
ARE YOU PLUSSING YOUR CUSTOMER EXPERIENCE?
By Paul Reilly Walt Disney was a fanatical innovator. In the 1940’s, Walt created a term that became synonymous with improvement and enhancement—plussing. Walt was obsessed with plussing the customer experience. In Pat Williams’ book, [...]
Stop Discounting in Tough Times
By Paul Reilly A recent article in Inc. Magazine suggested that “discounting is for dummies.” The article even mentions Warren Buffett’s philosophy on pricing. Although Buffett is a hands-off executive with his company, he is [...]
Buyers Want Outcomes, Not Products
By Paul Reilly It is 116 degrees in Las Vegas, so the pool seems like a logical choice. My conference finished early, so I enjoy some downtime. From the pool, I watch Italy defeat England [...]
WHAT GOLF TEACHES US ABOUT SALES (AND LIFE)
By Paul Reilly Jon Rahm is currently the third best golfer in the world. Last weekend, he withdrew from the Memorial Tournament, missing out on his chance to win $1.67 million. Rahm tested positive for [...]
The Worst Four-letter F-word is…FREE
By Paul Reilly Buyers are addicted to free. Buyers want free delivery, free installation, free samples, free warranties, free maintenance. Subscription-based companies often offer a "freemium" option to entice buyers. "Free" is bad business. The [...]