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 [...]
By Paul Reilly “I wish my salespeople were more motivated. They just seem apathetic and complacent. How can we better motivate our sales team?” That’s what this passionate sales leader shared on a recent [...]
By Paul Reilly Do you ever feel like opportunity is knocking…but on someone else’s door? Early in my career, I took my sales manager on the milk run. You know what I’m talking about. [...]
By Paul Reilly Thirty-three hours in the car, 2200+ miles driven, 20 bathroom stops, too many bags of pork rinds, 15 Diet Cokes, and three different hotels —you guessed it—it’s the Reilly family road [...]
By Paul Reilly Imagine you are in a room with two of your competitors. You’re selling the same exact product and all three companies look the same and offer similar value. Then the decision [...]
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 [...]