By Paul Reilly Habits > Talent Habits > Motivation For thirty years, we have analyzed top achievers. It’s not just talent or motivation; habits set top achievers apart from the crowd. Top achievers make [...]

By Paul Reilly Prospect: "It's an apples-to-apples comparison. Your price is too high!" Value-Added Salesperson: "Well, there are over 2500 varieties of apples. Which ones are you comparing?" Mic Drop Most price objections ARE [...]

By Paul Reilly Every salesperson has left money on the table. Sellers do this in several ways: through discounts, making unnecessary concessions, or not charging a high enough price. Here’s the real problem…You’re not [...]

By Paul Reilly “It all comes down to price.” “Price is the only thing that sells.” “It’s different in our industry. Customers are more price-sensitive.” Does this sound familiar? Sellers often use these statements [...]

By Paul Reilly I’m sure this message will trigger some interesting comments, but I have to answer this question once and for all. During the holiday season, there is no shortage of Christmas movies. [...]

By Paul Reilly Don’t let customers “Walmart” you. Walmart’s CEO recently made it clear: “We’re not going to pay high prices anymore.” Walmart is flexing its muscles and squeezing suppliers. Salespeople everywhere are experiencing [...]

By Paul Reilly It’s a hot, sunny day on the beach. You only have ice water to drink, but you’d love an ice-cold beer. Your friend has to make a phone call and offers to [...]

By Paul Reilly “To be everywhere is to be nowhere.” — Seneca (Roman Philosopher, 65 AD) Seneca could’ve had the summer months in mind when he said this over 2000 years ago. Is it just [...]

By Paul Reilly Do any of these statements sound familiar? "There's no way they'll pay our price!" "That seems like too much margin. Am I gouging the customer?" "Price is the only thing that sells [...]

By Paul Reilly “Your competition offered a better price and we’re considering their proposal.” Does this sound familiar? Every seller has experienced this scenario. Oftentimes, sellers don’t know how to respond. Sellers think, “How could [...]