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 [...]

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 [...]