by Tom Reilly A few years ago, Jon Kabat-Zinn wrote about a phenomenon called selfing, “… that inevitable and incorrigible tendency to construct out of almost everything and every situation an I, me, and mine, [...]

by Paul Reilly “Houston, we have a problem. We have lost all communication with…” Our prospects? We have all been there. We meet with a prospect who starts to heat up. They like our company, [...]

by Tom Reilly Sometimes, simplicity is best. These are a few of the attitudes we teach in Value-Added Selling. I treat sales calls as job interviews because I am really asking customers to hire me [...]

by Paul Reilly What is one more call worth? This is a perplexing question to answer, because the answer will always be different. Here is a quick story to explain the value of one more [...]

 We hear so much yet understand so little.Deep listening is more than capturing sound that meets the ear. Deep listening precedes understanding. It is not enough that we know our customers’ needs, wants, and fears; [...]

“It is a commonplace observation that work expands so as to fill the time available for its completion … work (and especially paper work) is thus elastic in its demands on time.” Cyril Parkinson, a [...]

As an evolving professional speaker, I am always on the lookout for new material. It keeps things fresh. In Value-Added Selling, this is called tinkering. Inevitably, someone in the marketplace accommodates my professional growth and [...]

I often get the request for a reading list of books to add to a professional library. Here are some of my favorites. Enjoy. Value-Added Selling by Tom Reilly (Of course, this is on [...]

This year I will diet, exercise, and give up clichés. How often do we make the same resolutions? This year, consider switching it up and focusing on professional development. Your competition is. According to the [...]

By Paul Reilly Some people in sales might say yes because salespeople are sometimes associated with negative words like:  liar, overly aggressive, arrogant, or cheat. Who would want to be associated with these descriptors? [...]