By Paul ReillyI’m from Missouri, the Show-Me state. Missouri’s U.S. Congressman, Willard Duncan Vandiver (1897 to 1903), is often credited for giving Missouri this unofficial slogan. At a Naval banquet, he said:“I come from a [...]
By Paul Reilly“If you don’t like what’s being said, change the conversation.” Don Draper, Mad MenAlthough Draper’s comments refer to managing public opinion, it equally applies to salespeople.Customer-focused sellers help decision makers achieve their desired [...]
By Paul Reilly“I wish my salespeople were more motivated. They just seem apathetic and complacent. How can we better motivate our sales team?”That’s what this passionate sales leader shared on a recent discovery call. He’s [...]
By Paul Reilly Do you ever feel like opportunity is knocking…but on someone else’s door? Early in my career, I took my sales manager on the milk run. You know what I’m talking about. [...]
By Paul Reilly Thirty-three hours in the car, 2200+ miles driven, 20 bathroom stops, too many bags of pork rinds, 15 Diet Cokes, and three different hotels —you guessed it—it’s the Reilly family road [...]
By Paul Reilly Imagine you are in a room with two of your competitors. You’re selling the same exact product and all three companies look the same and offer similar value. Then the decision [...]
By Paul Reilly Habits > Talent Habits > Motivation For thirty years, we have analyzed top achievers. It’s not just talent or motivation; habits set top achievers apart from the crowd. Top achievers make [...]
By Paul Reilly Prospect: "It's an apples-to-apples comparison. Your price is too high!" Value-Added Salesperson: "Well, there are over 2500 varieties of apples. Which ones are you comparing?" Mic Drop Most price objections ARE [...]
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 [...]