By Paul Reilly The path to professionalism is open to all that raise the bar on their professions, especially salespeople. Professionals prepare by studying, building the necessary foundational skills, and developing the core competencies [...]

By Paul Reilly What do you give the buyer the opportunity to do tomorrow they cannot do today? This question pulls two motivational strings: the potential gain of a new opportunity, and the pain [...]

By Paul Reilly Overdeliver. You likely completed this phrase without having to see it. It’s common to under promise. It happens often. “I may be ten minutes late to the meeting.” Then you show [...]

By Paul Reilly Before answering this question, consider our research on price sensitivity. Customers were asked about their buying preferences in our best sales practices study. Participants were given a list of 24 variables [...]

By Paul Reilly Everyone has pondered this question—regardless of their profession. New doctors admire the top heart surgeon and wonder, “Why him?” New players idolize the team captain and wonder, “Why her?” Salespeople venerate [...]

By Paul Reilly Cicadas are everywhere. I’ll admit, it’s entertaining to watch people freak out when assailed by these prehistoric pests. And my dog is certainly enjoying the extra protein. But I’m ready for [...]

By Paul Reilly Don’t let what you can’t do affect your ability to do what you can. Last week, I met with a group of high-performing salespeople (and sales leaders). This group pursues large [...]

By Paul Reilly I’m from Missouri, the Show-Me state. Missouri’s U.S. Congressman, Willard Duncan Vandiver (1897 to 1903), is often credited for giving Missouri this unofficial slogan. At a Naval banquet, he said: “I [...]

By Paul Reilly “If you don’t like what’s being said, change the conversation.” Don Draper, Mad Men Although Draper’s comments refer to managing public opinion, it equally applies to salespeople. Customer-focused sellers help decision [...]