by Tom Reilly Fairness is how you hope the other person will treat you. Last year, we surveyed 500 people to identify the causes of price resistance. Limited resources, fear, and lack of differentiation ranked [...]
by Tom Reilly If price is the only thing that differentiates you from the competition, you have more than a pricing problem. Every product wrapped in creativity and delivered conscientiously becomes a differentiated solution [...]
by Tom Reilly “That sounds like a lot of money to spend for this product.” “I didn’t think it would cost this much.” “I’m not sure we want to spend that much money.” Price objections [...]
by Tom Reilly Lao Tzu, Chinese philosopher, 6th century BC wrote, “The reason why rivers and seas are able to be lords over a hundred mountain streams is they know how to keep below [...]
“Humility is the solid foundation of all virtues.” Confucius The power of this paradoxical virtue comes from its lowliness. Humility is truth. It is to know and accept ourselves as we are—nothing more, nothing [...]
by Tom Reilly Successful organizations embrace humility as a powerful paradox. What masquerades as meekness is really strength. The perceived weakness of this virtue is the source of its power. That is the paradox. Humility [...]
by Tom Reilly “He’s a three-percenter.” “What’s that,” I asked the sales manager. “Every year, he invests three percent of his time and income in personal development. That’s what it takes to be the [...]
By Tom Reilly, author of Value-Added Selling A Google search for “Sales Secrets” yielded 18 million hits. One article offered 25 secrets. Really, that many secrets? There were multiple seven-secret articles and several three-secret [...]
by Tom Reilly “It is principles, and everlastingly principles, not data, not facts, not helpful hints, but principles which the rising generation requires if it is to find its way through the mazes of tomorrow.” [...]
By Tom Reilly Craftsmanship is an old-world term. We use it to describe something made by hand: a piece of furniture, a pair of shoes, or a patchwork quilt. Our warp-speed world is too impatient [...]