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 [...]
By Paul Reilly Imagine walking into an electronics store. Immediately, the salesperson greets you and shows you a brand new TV. They start telling you everything you never wanted to know about this television. [...]