The Power of Humble Service
By Tom Reilly Your stage may be small. Your part may be minor. Your audience may be few in numbers. Your work may go unnoticed and underappreciated by most people. Your difference may be [...]
The Best Response to a Price Objection
By Tom Reilly, author of Crush Price Objections Money is always a better conversation to have with customers than price. Price is a product feature like the height, weight, color, packaging option, lead time, [...]
Stop Cutting Your Price
By Tom Reilly, author of Crush Price Objections Words are, of course, the most powerful drug used by mankind. Rudyard Kipling Words matter. Words hurt. Words heal. Words destroy a sale. Words make a sale. [...]
Keep It Simple, Salesperson
By Tom Reilly “Keep It Simple Stupid.” Kelly Johnson, founder of Lockheed’s famed “Skunk Works,” coined the acronym KISS to describe this design priniciple. His team designed the SR-71 Blackbird, a long-range strategic reconnaissance aircraft, [...]
De-Commoditize Your Product
By Tom Reilly, author of Value-Added Selling A commodity is a product differentiated only by its price. If the only thing that differentiates you from the competition is price, you have more than a pricing [...]
Audacious Sales Goals
By Tom Reilly “Often audacity, not authentic talent, confers fame on an artist.” Julia Cameron, The Artist’s Way Audacity is a delicious word. It tastes good to say it. It sounds as bold as [...]
Aggressive Salespeople
By Tom Reilly, author of Value-Added Selling The art and science of picking winners has been around since the first horse race. Picking sales winners is no different. Testing for selection is a billion [...]
To Succeed, Embrace Growth
by Tom Reilly, author of The Humility Paradox “A musician must make music, an artist must paint, a poet must write, if he is to be ultimately happy. What a man can be, he [...]
Selling With Trust
By Tom Reilly Trust is the currency of all good relationships. If two people like each other, trust each other, and want to do business, they will work out the details and price is a [...]
Does Optimism Keep You a Prisoner of Hope?
by Tom Reilly Persistence is a virtue; so is prudence. Winners never quit and quitters never win, right? Persistence is important, but how much persistence is too much? You can be persistent without being [...]