By Paul Reilly There is a legendary tale about Pablo Picasso selling a sketch. Picasso was sitting at a café and sketched a bird on a napkin. He finished his coffee, crumpled up the [...]

By Paul Reilly In our latest survey, we asked salespeople if it’s harder to differentiate their products, their company, or themselves as the salesperson. Fifty-four percent of salespeople indicated that it’s hardest to differentiate their [...]

By Paul Reilly Have you ever asked a salesperson for a discount just to see if you would get it? If you’re like most people, you have. If that salesperson was like most, he or [...]

By Paul Reilly “If you don’t set goals, you can’t regret not reaching them.” —Yogi Berra The tradition of setting New Year’s resolutions dates back to the ancient Babylonians. We are all driven to make [...]

By Paul Reilly In a recent seminar, an experienced salesperson was complaining about the internet. He explained that his customers seemed to know everything. He used a recent meeting to illustrate his point. He explained, [...]

By Paul Reilly “Whether you believe you can do a thing or not, you are right.” Henry Ford is stressing the importance of attitude. Attitude drives behavior. You move in the direction of your [...]

By Paul Reilly In John Goodman’s book, Strategic Customer Service, he highlights the high cost of losing a customer. He shows that it costs up to twenty times more to win a new customer [...]

By Paul Reilly Too many salespeople follow their own process and ignore the customer’s buying process. This is seller-focused thinking. In seminars, we ask salespeople to describe the customer’s buying process. Inevitably, they define [...]