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 [...]
More Meetings Please
By Paul Reilly Something is happening. Over the past month, my office has received an influx of requests to speak and train at LIVE (face-to-face) events. As an extroverted people person, you could imagine my [...]
First, Do No Harm
By Paul Reilly The Hippocratic Oath dates back to the Greek physician, Hippocrates. The original oath is over 2500 years old. The most recognizable words in that oath are, “First, do no harm”—an obvious yet [...]
The Secret Ingredient to Overcoming Price Objections
By Paul Reilly Imagine this. You’ve spent months working on a deal. You are generating momentum. The buyer expresses strong interest. Your sales instincts tell you it’s a done deal. But then, your buyer tells [...]
Leading Through Tough Times
By Paul Reilly In the summer of 2002, I started my first business: a painting company. The business concept was simple. As a college student, I could learn how to run a business and make [...]
Reduced Visibility. Slow Down!
By Paul Reilly Monday, January 4 was the first official business day of 2021. As I commuted to work that morning, there was a dense fog blanketing the St. Louis area. I chuckled, wondering if [...]
Stop Holding Yourself Back!
By Paul Reilly When elephants are born in captivity, it is common to restrain the animal using a rope attached to a small stake driven into the ground. The newly born calf does not yet [...]
Would You Welcome Tough Times?
By Paul ReillyBefore answering, consider this story.In 1907, Bill Klann was working for a Detroit ice company. Hard work and low pay, but he was happy to have a job. However, Bill was laid off [...]