Voice Mail, E-Mail: Friend or Foe?
by Tom Reilly In 1982, a common question in our seminars was, “Tom, how do I get around the gatekeeper so I can talk to the decision maker?” In 2015, a common question in our [...]
Brand Preference and Personal Loyalty
By Tom Reilly, author of Value-Added Selling (McGraw-Hill, 2010) I like Dell computers. I ride Harley-Davidson motorcycles. I drink Michelob Ultra. I prefer these brands over others. Am I loyal to these brands? Not really. [...]
Resolve To Make More Calls in 2015
by Tom Reilly Writers scribble a thousand words per day for years to learn their craft. Marathon runners log hundreds of miles to prepare for a 26 mile race. Musicians rehearse four-minute songs for hours [...]
4 Signals the Customer is Ready to Buy
by Paul ReillyHow do you know when to ask for the sale? When the customer tells you to. The customer will tell you when they are ready to buy. They will give you clues. These [...]
Overcoming Call Reluctance
by Tom Reilly “I've been absolutely terrified every moment of my life - and I've never let it keep me from doing a single thing I wanted to do.” Georgia O’Keeffe, 20th-century American Artist and [...]
7 Terrible Sales Lines That Have to Go
by Paul Reilly It’s no secret that salespeople have been given a bad rep. Many organizations will remove the word “sales” from their titles. They are called account managers, territory managers, consultants, etc… One [...]
The Psychology of Decision Making
by Tom Reilly The heart has reasons reason cannot understand. (Blaise Pascal) For the past couple of years, I have invested my professional study time in the fascinating and emerging field of neuromarketing. It is [...]
How Not To Close the Sale
by Paul Reilly I recently heard a story about a salesperson trying to close a sale. He tried the old “IQ close.” He said, “This option makes the most sense; in fact, this is the [...]
Your True North
by Tom Reilly The meridian that runs from the South Pole to the North Pole is True North. True North is necessary for accurate navigation. Unlike Magnetic North, it is fixed. Straight-line navigation to a [...]
Four Sales Questions that have to be Answered
by Paul Reilly According to research at Tom Reilly Training, 86% of salespeople are asking the wrong questions. Since asking questions guides the sales conversation, 86% of salespeople are leading the sale down the wrong [...]