The Power of Perceived Value
By Paul Reilly It’s a hot, sunny day on the beach. You only have ice water to drink, but you’d love an ice-cold beer. Your friend has to make a phone call and offers to [...]
The Fleeting Focus of Summer
By Paul Reilly “To be everywhere is to be nowhere.” — Seneca (Roman Philosopher, 65 AD) Seneca could’ve had the summer months in mind when he said this over 2000 years ago. Is it just [...]
Attitude: The Great Builder (or Destroyer) of Confidence
By Paul Reilly Do any of these statements sound familiar? "There's no way they'll pay our price!" "That seems like too much margin. Am I gouging the customer?" "Price is the only thing that sells [...]
3 Tips to Thwart Cheap Competitors
By Paul Reilly “Your competition offered a better price and we’re considering their proposal.” Does this sound familiar? Every seller has experienced this scenario. Oftentimes, sellers don’t know how to respond. Sellers think, “How could [...]
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, [...]