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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Sales Accountability: Look In the Mirror, Not Out the Window

  •  Dec 14, 2016
  •  Sales
  •  Paul Reilly

When Rudolph Giuliani became the mayor of NYC, it was a mess. Crime levels were out of control and the city had a bad reputation. Giuliani knew it was his responsibility to turn this city around. While in office, Giuliani quickly noticed that there was little accountability. People were too…

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Buyers Want More Than a Discount

  •  Nov 28, 2016
  •  Sales
  •  Paul Reilly

During this time of year, we reflect on what really matters in life. We step back from the everyday hustle and bustle and focus on the importance of family, friends, and heavily discounted Black Friday deals. As consumers, we are obsessed with the thrill of Black Friday deals (that now…

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Why Salespeople Struggle to Sell Value

  •  Nov 8, 2016
  •  Sales
  •  Paul Reilly

In a recent Reilly Sales Training study, we asked salespeople about their personal purchasing behavior.   We asked salespeople, “When you are personally purchasing consumer products or business items, how often do you request a discount?”  Our research shows that salespeople who ask for discounts when buying are more likely to…

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Mission-Men-Me

  •  Nov 7, 2016
  •  Sales
  •  Paul Reilly

by Tom Reilly, author of The Humility Paradox How do you set priorities? All schooling does not happen in traditional classrooms. For most students, their real education does not begin until their formal schooling is out of the way and they encounter the real world with real-world problems. My educational…

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The Perfectly Balanced Sales Pipeline

  •  Nov 7, 2016
  •  Sales
  •  Paul Reilly

By Tom Reilly Imagine a steady flow of new business without peaks or valleys. Imagine the effect on your sales. Imagine the impact on your income. Whether you call it territory management, pipeline management, or opportunity management, maintaining a steady flow of new business is challenging. For most salespeople, the…

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