Stop Being A Spectator!
By Paul Reilly Growing up, we had many traditions. Sundays were steeped in tradition. There were three activities that let me know it was Sunday: morning church, family dinner, and my dad riding his Harley [...]
How to Prospect for New Customers
By Paul Reilly Imagine you stopped contributing to your retirement accounts. You think, “I have enough money. I’ll just sit back and watch it grow.” Your goal is to let compounded interest take over and [...]
How to Thrive During the Next Recession
By Paul Reilly Do you ever get the feeling that things are going too well? Unemployment is dropping. Consumer confidence is rising. The economy is humming along. Business is good, if not great! The next [...]
What If Price Did Not Matter?
By Paul Reilly Imagine you’re competing for a piece of business. You’re in a conference room with your top two competitors. The prospect walks into the room and says, “Here is a list of [...]
Don’t Keep It Simple, Keep It Complex
By Paul Reilly In business (and everywhere else), how often do you hear, “Keep it simple!” It makes sense, right? Try not to complicate things. But when assessing the buyer’s needs, keeping it simple doesn’t [...]
How to Respond When Customers Challenge Your Price
By Paul Reilly Price is only an issue in the absence of value. When customers challenge your price, they’re really challenging your value. Instead of cutting your price, reinforce the value of your solution. In [...]
How to Manage a Sales Pipeline
By Paul Reilly Unemployment is dropping. Consumer confidence is rising. The economy is humming along. Business is good, if not great! And salespeople are crushing their quotas. However, good economic times mask bad sales [...]
Today’s Discount Impacts Tomorrow’s Profitability
By Paul Reilly What if you lost $750,000 failing to negotiate the right salary? According to a recent article in Southwest: The Magazine, failing to negotiate on your initial salary costs you a lot [...]
7 Reasons Why Salespeople Cut Their Price
By Paul Reilly According to our research, over 70 percent of salespeople will cut their price if the buyer asks for a discount. It’s no wonder that buyers will ask for discounts. Experience has conditioned [...]
Recession This Year (or Next Year or the Year After That)
By Paul ReillySince the Great Depression, we have experienced thirteen domestic recessions and four global recessions. Although the future seems bright, there will always be another recession…followed by greater economic expansion.There are some indicators that [...]