By Tom Reilly Price shoppers use value-stripping to gain price concessions by sellers. This means that buyers reduce the offer to its most fundamental and generic properties; they commoditize the product. Salespeople must not participate [...]

By Tom Reilly Janus, the Roman god of entrances and exits and the namesake of our first month of the year, is often depicted as having two faces—one looking backward and the other looking forward. [...]

By Tom Reilly "The pleasure which we are to enjoy ten years hence interests us so little in comparison with that which we may enjoy today … " (Adam Smith, The Theory of Moral Sentiments) Two [...]

By Tom Reilly "Tom, what you're really talking about is starting a movement in our company." I heard this in a seminar I conducted in Ireland for a Danish company. The person suggesting this saw [...]

By Paul Reilly “What is past is prologue” This phrase was made famous in William Shakespeare’s, The Tempest. This message appears on our National Archives and in movies like Oliver Stone’s JFK. This metaphorical reference [...]

By Tom Reilly While talking to my publisher at McGraw-Hill about Value-Added Selling, he said, "Tom, what we really like about Value-Added Selling is that it is an evergreen topic." This is a publisher's way [...]

By Paul Reilly Our research shows that only 36 percent of salespeople believe they offer buyers a compelling reason to choose their solution over the competition. Where’s the confidence? If you’re not convinced of your [...]

By Paul Reilly I noticed something interesting on a recent Southwest flight. I approached the gate and the boarding process had already begun. I was running late and they were already on boarding-group “B." Since [...]

By Tom Reilly “If you aim at nothing, you will hit it every time.” Zig Ziglar Our best sales practices study helped us identify what makes top achievers successful. A distinguishing factor among top-achievers is [...]