Complete Story
09/28/2012
Paul Reilly
Paul Reilly is a professional speaker, sales trainer, and author. He coauthored Value-Added Selling, fourth edition (McGraw-Hill, 2018), and authored Selling Through Tough Times (Fall 2021). Reilly also hosts The Q and A Sales Podcast, where he answers the most pressing questions facing today’s sales professionals.
Reilly is a long-time faculty member at the University of Innovative Distribution (UID). In 2020, Reilly earned his CSP (Certified Speaking Professional) designation. Fewer than 18 percent of professional speakers have earned this designation. Reilly travels the globe sharing his content-rich message of hope.
With over fifteen years of B2B selling experience, Reilly is a salesperson at heart. He cut his teeth in the commoditized propane industry—a notoriously price-sensitive and competitive market. He also sold tools and fasteners for the Hilti organization. Paul qualified for the Hilti Master’s Club in 2010 and in 2011 was inducted into Hilti’s Three-million-dollar Sales Club.
Paul attributes his success to his belief in the Value-Added message.
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Selling Through Tough Times
Paul Reilly
As a sales professional, you know that it’s harder to sell in tough times―whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive but thrive through tough times. How do they do it? What do they do to thrive through adversity?
Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.
While the principles of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and―crucially―protect profit by embracing the “tough timers” mental attitude.
Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them―and come out on top.
Visit www.ToughTimer.com and complete the 30-Day Tough-Timer Challenge.
