By Tom Reilly, author Value-Added Selling (McGraw-Hill) “Newton's First Law of Motion states that a body at rest will remain at rest unless an outside force acts on it, and a body in motion at [...]

by Tom Reilly A commodity is a product that is differentiated only by its price. If the only thing that differentiates your product from the competition is your price, you have more than a pricing [...]

by Tom Reilly Our mission in Value-Added Selling is simple: We sell products by solving problems, satisfying needs, and serving people. On the surface, this may seem obvious. That is why we dig deeper. Notice [...]

by Paul Reilly “…only perfect practice makes perfect.” Vince Lombardi makes an excellent point. The simple act of practicing doesn’t mean you achieve perfection. Simply showing up doesn’t mean you are going to be successful. [...]

by Paul Reilly According to the FTC, a product can only be marketed as new for six months. Salespeople routinely make a sales pitch under the premise that the product is actually new. How many [...]

By Tom Reilly   Multitasking leads to brain drain. You’re driving to your next appointment, enjoying your Starbuck’s Mocha Frappuccino, listening to the Stones, and your cell phone rings. You answer it. At the next [...]

by Tom Reilly The Yin and Yang of business are the dynamic forces of contraction and expansion. Contraction is tightening and expansion is growth. These forces translate into the two things every customer wants: efficiency [...]

If your game of phone-tag seems more like hide-and-seek, then it’s time to change the way you communicate with your customers. In a recent press release, Experian Marketing Services indicated that 27% of time spent [...]

by Tom Reilly, author of Value-Added Selling Value-added is everything you do to something from the moment you touch it, transform it, and transfer it to someone else. It is how you put your fingerprints [...]