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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
By Paul Reilly On a recent flight home, I noticed something. We reached our cruising altitude; the ride was smooth and the skies were clear. Looking out the window, there was nothing but auburn skies [...]
By Paul Reilly Dr. Seuss is one of the most inspirational writers of all time! Seuss has inspired people of all ages and all professions. Oh, the Places You’ll Go! is by far my favorite [...]
By Tom Reilly Most people are familiar with the abysmal record of New Year's resolutions and their successes. It sounds good at the end of December to pick January 1st as the day to change [...]
By Paul Reilly In a recent seminar, I asked sales leaders about the top salesperson at their company. I asked the group if their top-achiever’s success was a result of talent or motivation. Sixty-nine percent [...]