How People Decide
By Tom Reilly, author of Value-Added Selling Salespeople who sell to the buyer’s needs and wants are three times more likely to close the deal at a higher gross margin than salespeople who sell only [...]
Don’t Burden Yourself with Low Expectations
"You can't always get what you want ..." The Rolling Stones, 1969 But, you generally get what you expect. The power of expectations has been demonstrated and reported on in studies of athletes, employees, and [...]
Why Do Customers Resist Change?
By Paul Reilly I asked this question in a recent seminar. Here were some of the responses: They prefer the status quo; They are happy with their current supplier; and They only buy on price. [...]
Price Resistance Is Inevitable
By Tom Reilly, author Crush Price Objections (McGraw-Hill) “There is no suspense in inevitability.” (Damon Lindelof) Of course you will hear price objections! I would be shocked if you didn’t. The simple psychology of human [...]
The Power of Your Words
by Tom Reilly It is an exciting time to be in the communications business—selling and speaking. The burgeoning field of neuroscience is working its way into most professions, especially sales. Neuroscientists are using sophisticated brain [...]
Calling Patterns of Today’s Salespeople
Special Report by Tom Reilly Are you making enough sales calls? Probably not. Last fall, I conducted a study to determine the calling habits of B2B salespeople. Our sample was 297 distributor and manufacturer outside [...]
A Job or a Calling?
“When I was five years old, my mother always told me that happiness was the key to life. When I went to school, they asked me what I wanted to be when I grew up. [...]
Post-Sale Analysis
by Paul Reilly If you asked a spectator to describe a Blue Angel airshow, they would use words like “perfection” or “flawless.” On the other hand, if you asked the pilot about their performance, they’d [...]
The Elevator Speech
Everyone needs a good elevator speech. It is the fundamental sales conversation starter. The elevator speech has been around for at least as long as there have been elevators, probably longer. The elevator speech is [...]
The Power of Surprise
by Paul Reilly “First time I've ever lost a game that way. First time I've ever seen a game lost that way.” -NICK SABAN Saban is referring to his surprise loss to Auburn in the [...]