By Paul Reilly Hilton is known for their award-winning guest experience. The employees are well trained and empowered to act. I recently experienced this while checking in at a Homewood Suites in Houston, TX. During [...]

By Paul Reilly “If you aim at nothing, you will hit it every time.” – Zig Ziglar It is staggering how many salespeople aim for nothing and hit it every time. Less than one-in-ten salespeople [...]

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 [...]