What Makes You Different?
By Paul Reilly Imagine you are in a room with two of your competitors. You’re selling the same exact product and all three companies look the same and offer similar value. Then the decision [...]
Habits Trump Talent!
By Paul Reilly Habits > Talent Habits > Motivation For thirty years, we have analyzed top achievers. It’s not just talent or motivation; habits set top achievers apart from the crowd. Top achievers make [...]
Your Price Is Too High!
By Paul Reilly Prospect: "It's an apples-to-apples comparison. Your price is too high!" Value-Added Salesperson: "Well, there are over 2500 varieties of apples. Which ones are you comparing?" Mic Drop Most price objections ARE [...]
Are You Leaving Impact on the Table?
By Paul Reilly Every salesperson has left money on the table. Sellers do this in several ways: through discounts, making unnecessary concessions, or not charging a high enough price. Here’s the real problem…You’re not [...]
It’s Not About Price…83% of the Time
By Paul Reilly “It all comes down to price.” “Price is the only thing that sells.” “It’s different in our industry. Customers are more price-sensitive.” Does this sound familiar? Sellers often use these statements [...]
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. [...]