The Competitor Your Prospect Has Learned to Tolerate
By Paul Reilly Would you stay on an elevator that was only kind of working? On a recent work trip, I noticed the hotel elevator was temperamental. I stepped in, pushed the button, and [...]
How to Avoid the Today Tax
By Paul Reilly Buyers sacrifice more for what they truly desire. I witnessed this firsthand during a virtual sales training session. For this exercise, participants were divided into two groups. The first group (the [...]
What Moving Taught Me About Value
By Pam Brown, Seminar Coordinator Moving is considered one of life’s most stressful events. And I’m in the middle of it. As we've gone through inspections, showings, negotiations, and countless decisions, I've thought about [...]
Are Price Objections Self-Inflicted Wounds?
By Paul Reilly Yes, most price objections are self-inflicted wounds. I recently demoed a new software tool designed to enhance our clients’ training experience and strengthen sales enablement efforts. During the demo, I didn’t [...]
The Negative Space of Sales Success
By Paul Reilly How do top sellers make success look so effortless? We admire the outcome. Whether it’s winning a big deal, delivering the perfect presentation, or executing flawlessly. But what we don’t see [...]
Discounting is the Penalty for Sameness
By Paul Reilly What are your definable and defendable differences? In 1934, Russian biologist G. F. Gause published a book titled The Struggle for Existence. In it, he described the competitive exclusion principle, which [...]
Good Enough is the Real Competitor
By Paul Reilly “I look for whoever is the most peeved… and I start with them.” That’s what a participant shared in my recent training session. Our discussion focused on the challenging nature of [...]
The Power of Presence
By Paul Reilly Monday evening, my youngest and I took an evening stroll through the fresh snowfall. It was a simple, peaceful moment. Our walk turned into an impromptu winter-wonderland scavenger hunt. We searched [...]
The Messy Middle
By Paul Reilly During a recent family dinner, it felt like an opportune time for a dad-lesson—the kind my siblings and I experienced growing up. It felt like one of those Progressive Insurance commercials [...]
The Overlooked Ingredient in Sales Success
By Paul Reilly Earlier this spring, my wife’s grandpa passed away. Grandpa Jim lived a long, wonderful life. Sure, it was sad when he passed. We miss him. But it was also a celebration [...]