Tom Reilly’s Sales Bytes

By Tom Reilly, author, How To Sell And Manage In Tough Times And Tough Markets.

Help Buyers Make Better Decisions

Added: January 26th, 2012

The objective of a buying decision is to optimize your purchasing power while satisfying your needs. Buyers that intentionally narrow their definition of pain and gain consequently limit the definition of the other. If the goal is to maximize gain and minimize pain, buyers must be willing to explore fully pain and gain. (read more...)

The Story of Two Salespeople

Added: January 25th, 2012

Salespeople are always faced with a simple decision: “Do I sell whatever is in my wagon or do I try to find the right fit for the customer?” (read more...)

How True Is Your Story?

Added: January 6th, 2012

How true is your story? How relevant is your message to the customer? Upon hearing your story, does the customer believe that you wrote it just for him or her? (read more...)

Why Ask Why?

Added: December 19th, 2011

In my presentations, I often receive “how” and “what” questions. “How do I …?” “What is the best way to …?” Why do so few people ask “why”? “Why” signals a curious intellect. This is someone who wants to understand the dynamic forces of something. When seminar participants ask, “Why should we ask open-ended questions” they are curious about the logic of asking these questions. (read more...)

Sales Goals That Motivate

Added: December 14th, 2011

This is a good time of the year to begin thinking about goals for 2012. Based on their forecasts, managers are putting the finishing touches on next year’s sales budgets. The problem is that sales quotas do not always motivate. There are two main challenges in writing effective sales goals. (read more...)

Single-Tasking

Added: December 1st, 2011

Multitasking is addictive. It seduces people into believing that they are indispensable and fuels their sense of self-worth. Some will argue its practicality and necessity in today’s world. (read more...)

Victory Over Price Begins in Your Head

Added: November 21st, 2011

“Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.” (Sun-Tzu, Chinese general & military strategist) (read more...)

Less is More Communication

Added: November 4th, 2011

Salespeople face two challenges in communicating with customers. The first is getting their attention. The noise level and competition for their attention is at an all-time high. (read more...)

Do You Possess the Skill and Will to Succeed?

Added: November 3rd, 2011

Success in sales is about skill and will. You need both. Some salespeople are brilliant, yet fall short because they lack the will to succeed. (read more...)

Think as Customers Think

Added: September 21st, 2011

Customerizing is a vital part of Value-Added Selling. It is learning to think as customers think. Customers want to buy from salespeople that understand their needs and design solutions that align with these needs. (read more...)

What I Love About Sales

Added: September 6th, 2011

In sales, there are winners and there are losers. We have become a society where merely showing up is good enough. (read more...)

Irritating Listening Habits

Added: August 30th, 2011

Top-achieving salespeople spend 60% of their time listening on a sales call. Listening is a core competency for salespeople, yet too few companies and managers emphasize its importance to success. (read more...)

Where Does The Time Go?

Added: August 25th, 2011

Salespeople spend most of their time on non-revenue producing activities. Really? (read more...)

Older Sales Bytes are in the archive section.