Tom Reilly Articles
What Is Value-Added Selling? - Click To Read Article
Value-added selling is a proactive philosophy. Value added salespeople take the initiative to add value. Value added salespeople do not wait for the customer to complain about the price and then say, “Hold on a minute while I whip some value-added selling on you!” Value added salespeople build more value in on the front end so that price becomes less of an issue on the back end. Being proactive with customers means you never have to say you’re sorry.
What is a fair price? -- Don’t let guilt get in the way - Click To Read Article
When it comes to price objections, your attitude and beliefs are greater obstacles than a low-ball price competitor. After training over one hundred thousand salespeople I’m convinced that how you perceive your selling price influences the buyer more directly than another company’s attempt to buy the business.
Selling As Art, Not Science - Click To Read Article
I think we have lost something by making sales a science. There is an art to this profession and we would do well to remember that, especially those of us who are serious students of this profession. And before all of the old timers retire, take them out to lunch and pick their brains. They have the wisdom of the ages to share with you.
Managers As Motivators - Click To Read Article
Everyone is motivated — they’re just motivated by what they value. Understanding this and accepting it helps you become a more powerful motivator. Effective managers shape environments so that an employee’s internal motivation to succeed takes over. These questions help focus your efforts.
How To Tell If Your Customer Is Lying? - Click To Read Article
Some customers lie -- and these lies cover a broad range of topics. Here is a list of verbal and non-verbal clues to tell if your customer is lying.
How To Avoid Discouragement in Sales - Click To Read Article
This simple psychology will help you get through the disappointments and frustrations of sales: You cannot control the outcome of events, only your input.
Crush Price Objections: Learn to sell value, not price - Click To Read Article
Two-thirds of the objections salespeople hear come from a failure to qualify and fully understand the buyer’s needs. Superficial probing by the salesperson or a narrow field of vision by the buyer may cause this. And where there is no value to the customer, price rears its ugly head.
Are You a Great Manager? - Click To Read Article
A twenty-five year Gallup study of over eighty thousand managers discovered the secrets of great managers. Here’s what the research uncovered -- Great managers hire employees based on talent, not experience. This flies in the face of the arguments I hear from sales managers all over the country. They want experienced salespeople. Gallup found that great managers look at talent, not just history.
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