Articles By Tom Reilly

Defensive selling

Am I better off as your prospect or your customer? You know where I'm headed with this question. Some companies treat their prospects better than their customers.Consider these facts. It costs ten times

Published on: April 20th, 2005 Tom Reilly

Your brand and your order takers

Every brand of product or service owns a little piece of real estate in the customer's mind. Every company has an image to uphold with its customers. And every salesperson stands out in

Published on: March 30th, 2005 Tom Reilly

The history lesson of 2004

This is an exciting time of the year. Everyone is focused on the New Year. People resolve to lose weight, get fit, save money, spend more time with their families, spend more time

Published on: January 19th, 2005 Tom Reilly

Value added selling is a team sport

Value added organizations believe that serving customers is a team sport. Some teams succeed and others fail. Successful teams offer value added solutions that satisfy customers' needs while contributing to their company's profitability.

Published on: September 15th, 2004 Tom Reilly

It’s time to raise prices

Isn't it about time you raised your prices? You've squeezed the middle to control costs. You've held your prices at their current levels for some time because customers recoiled at the thought of

Published on: August 11th, 2004 Tom Reilly

Culture building

Every company has a culture – an identity, climate, environment, atmosphere, way of life, traditions, and operating paradigms. It is built on attitudes, beliefs, and mores. Some company cultures are product focused; these

Published on: May 19th, 2004 Tom Reilly

How to negotiate higher prices

Are you at the point where you feel helpless and hopeless when it comes to negotiating your prices with customers? Do you feel powerless to the customer's prowess at the bargaining table? Do

Published on: February 25th, 2004 Tom Reilly

Courage in sales

I spent four years in the US Army, from 1969-1973. As they prepared us for war, I remember well what they taught us about courage, ""Courage is not the absence of fear; it's

Published on: December 10th, 2003 Tom Reilly