Tom Reilly

by Tom Reilly Price shoppers use value-stripping to gain price concessions by sellers. This means that buyers reduce the offer to its most fundamental and generic properties; they commoditize the product. Salespeople must not participate in this game. And, this is a game. In Value-Added…

by Tom Reilly “The pleasure which we are to enjoy ten years hence interests us so little in comparison with that which we may enjoy today … ” (Adam Smith, The Theory of Moral Sentiments) Two centuries before the advent of neuroscience and behavioral economics,…

 by Tom Reilly While talking to my publisher at McGraw-Hill about Value-Added Selling, he said, “Tom, what we really like about Value-Added Selling is that it is an evergreen topic.” This is a publisher’s way of saying that the book has a viable shelf life….