By Paul ReillyEvery salesperson has left money on the table. Sellers do this in several ways: through discounts, making unnecessary concessions, or not charging a high enough price. Here’s the real problem…You’re not leaving money [...]
By Paul Reilly “It all comes down to price.” “Price is the only thing that sells.” “It’s different in our industry. Customers are more price-sensitive.” Does this sound familiar? Sellers often use these statements to [...]
By Paul Reilly I’m sure this message will trigger some interesting comments, but I have to answer this question once and for all. During the holiday season, there is no shortage of Christmas movies. [...]
By Paul Reilly Don’t let customers “Walmart” you. Walmart’s CEO recently made it clear: “We’re not going to pay high prices anymore.” Walmart is flexing its muscles and squeezing suppliers. Salespeople everywhere are experiencing [...]
By Paul Reilly It’s a hot, sunny day on the beach. You only have ice water to drink, but you’d love an ice-cold beer. Your friend has to make a phone call and offers to [...]
By Paul Reilly “To be everywhere is to be nowhere.” — Seneca (Roman Philosopher, 65 AD) Seneca could’ve had the summer months in mind when he said this over 2000 years ago. Is it just [...]
By Paul Reilly Do any of these statements sound familiar? "There's no way they'll pay our price!" "That seems like too much margin. Am I gouging the customer?" "Price is the only thing that sells [...]
By Paul Reilly “Your competition offered a better price and we’re considering their proposal.” Does this sound familiar? Every seller has experienced this scenario. Oftentimes, sellers don’t know how to respond. Sellers think, “How could [...]
By Paul Reilly “People are willing to pay higher prices when vendors are transparent about their operating costs.” — Dan Ariely, “Ask Ariely.” Wall Street Journal Ariely is a leading authority in behavioral economics—the study [...]
By Paul Reilly Walt Disney was a fanatical innovator. In the 1940’s, Walt created a term that became synonymous with improvement and enhancement—plussing. Walt was obsessed with plussing the customer experience. In Pat Williams’ book, [...]