How to Overcome Buyer Inertia

  •  Aug 15, 2017
  •  Sales
  •  Paul Reilly

Unless acted upon by an external force, an object at rest will remain at rest. In physics, this is called inertia. Galileo discovered this law in the 1600’s. Although inertia is rooted in the field of physics, the concept also applies to sales. A buyer at rest will remain at…

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How Often Do Salespeople Quit?

  •  Aug 2, 2017
  •  Sales
  •  Paul Reilly

On a recent vacation, I observed a seagull tirelessly hunt for twenty minutes. The seagull circled above the ocean and dove forty or fifty times trying to catch a small fish. Each time, the seagull came up “empty handed.” Imagine the exhaustion. After each fruitless attempt, the seagull kept going,…

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Selling to Millennial Buyers

  •  Jun 21, 2017
  •  Sales
  •  Paul Reilly

“The children now love luxury. They have bad manners, contempt for authority; they show disrespect for elders and love chatter in place of exercise.” You might have been thinking of Millennials as you read this quote. It’s common for the previous generation to bash the upcoming generation. In fact, the…

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Are You Selling Apples or Outcomes?

  •  Jun 8, 2017
  •  Sales
  •  Paul Reilly

A couple of weeks ago, we loaded up the family car and made the 45-minute trip to Eckert’s Farm in Belleville, IL. You can pick apples in the Fall and strawberries in the Spring. Eckert’s Farm is packed with families canvassing the orchard to pick fresh produce. It’s a great…

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What If You Were Outsold by the Competition?

There are several legitimate reasons to lose business. Being outsold by the competition is not one of them. Salespeople lose business. It happens. It’s part of being in sales. Losing business is not a big deal, but why you lose it is a big deal. Too often, salespeople will lose…

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Why We Lose to the Competition

This past weekend, my daughter was competing in her first ever track meet. It was exciting to watch these kids sprint their fastest down the line to try and win the race. The atmosphere was filled with enthusiasm as the crowds cheered for the runners. As the winners from each…

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Are You Selling the Way the Customer Wants to Buy?

  •  Apr 12, 2017
  •  Sales
  •  Paul Reilly

Too many salespeople follow their own process and ignore the customer’s buying process. This is seller-focused thinking. In seminars, we ask salespeople to describe the customer’s buying process. Inevitably, they define their company’s sales process instead. In our latest research project, we gauged the salesperson’s understanding of their customer’s buying…

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Most Price Objections Aren’t Really Price Objections

Although buyers object on price, there is another reason they’re not buying. Buyers tell you they don’t have the budget or your product is just too expensive. Buyers object on price because it’s less personal. The buyer would rather say, “Your price is too high” than “You haven’t sold me…

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Do You Personally Bring Any Value?

  •  Jan 26, 2017
  •  Sales
  •  Paul Reilly

Why should a customer buy from you instead of a competing salesperson? Our Best Sales Practice research shows that the salesperson represents 25% of the total value of a solution. In other words, 25% of the reason a customer buys is because of the salesperson. How much value do you…

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For the Joy of Sales

  •  Jan 17, 2017
  •  Sales
  •  Paul Reilly

by Tom Reilly Find a job you like, and you will never work a day in your life.  Teachers, career counselors, and motivational speakers have shared this nugget from antiquity with students, job seekers, and dissatisfied workers. It is sage advice. Having spent four decades in the sales profession, I…

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