Tom Reilly – författare

Hold the line on price in every transaction—from the leading expert on Value-Added Selling!

These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand.

In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for:

Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!

Hold the line on price in every transaction—from the leading expert on Value-Added Selling!

These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand.

In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for:

Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!

Your customers have come a long waysince Value-Added Selling was publishedtwenty-five years ago. More knowledgeable,proactive, and price conscious, they regularlyscour the Internet for low prices andhave come to expect much more for eachdollar they spend.

Now, Tom Reilly has updated his salesclassic to address a marketplace where slashingdeals has become the standard response tobuyers’ addictions to bargain-basement prices.Used to great success for more than twodecades and through every type of economy,Reilly’s pioneering value-added sales methodoperates according to two simple rules: Addvalue, not cost; sell value, not price. It’s theonly way to protect your profit margins withtoday’s customers.

Value-Added Selling provides the strategies andtactics you need to not only close more salesbut to improve repeat business by understandingbuyers’ needs from their perspective—and defining “value” accordingly. Reilly thenhelps you:

There’s nothing stopping you from joiningthe armies of salespeople who choose to competeon price. You can always lower your priceand land a few sales. But at what cost? If youwant to sell more products or services, moreprofi tably, to more people, you must resist thistemptation and begin focusing on value.

Use Value-Added Selling to consistently delivermeaningful value to your customers, competeat a higher level than your competition, andprotect your profi ts in any kind of economy.

Understanding the ‘human operator’ is a central concern of both ergonomists and sport and exercise scientists. This cutting-edge collection of international research papers explores the interface between physical, cognitive and occupational ergonomics and sport and exercise science, illuminating our understanding of ‘human factors’ at work and at play. Drawing on a wide diversity of disciplines, including applied anatomy, biomechanics, physiology, engineering, psychology and design, the book explores themes of central importance within contemporary ergonomics and sport and exercise science, such as performance, health, environment, technology and special populations. Contemporary Sport, Leisure and Ergonomics establishes important methodological connections between the disciplines, advancing the research agenda within each. It is essential reading for all serious ergonomists and human scientists.

Understanding the ‘human operator’ is a central concern of both ergonomists and sport and exercise scientists. This cutting-edge collection of international research papers explores the interface between physical, cognitive and occupational ergonomics and sport and exercise science, illuminating our understanding of ‘human factors’ at work and at play. Drawing on a wide diversity of disciplines, including applied anatomy, biomechanics, physiology, engineering, psychology and design, the book explores themes of central importance within contemporary ergonomics and sport and exercise science, such as performance, health, environment, technology and special populations. Contemporary Sport, Leisure and Ergonomics establishes important methodological connections between the disciplines, advancing the research agenda within each. It is essential reading for all serious ergonomists and human scientists.

What are the most effective tools, techniques and technologies available to coaches and sport scientists in the assessment of player and team performance?

This is the first book dedicated to the assessment of performance in field sports such as soccer, rugby, hockey and lacrosse. It provides detailed and clear information about the laboratory and field-based methods that can be used to evaluate improvements in individual and team performance, from basic physiological assessment to the use of video and information technologies.

Standing at the interface between sport sciences and sport coaching, the book examines a wide range of performance criteria, including:

Integrating cutting-edge theory, research and technology with best practice in applied sport science, this book is important reading for all students of sport sciences, kinesiology, human movement science, sports performance, or sports coaching.

Christopher Carling is Head of Sports Science at Lille Football Club.

Thomas Reilly is Director of the Research Institute for Sport and Exercise Sciences at Liverpool John Moores University. He is President of the World Commission of Science and Sports.

A. Mark Williams is Professor of Motor Behaviour at the Research Institute for Sport and Exercise Sciences, Liverpool John Moores University.

What are the most effective tools, techniques and technologies available to coaches and sport scientists in the assessment of player and team performance?

This is the first book dedicated to the assessment of performance in field sports such as soccer, rugby, hockey and lacrosse. It provides detailed and clear information about the laboratory and field-based methods that can be used to evaluate improvements in individual and team performance, from basic physiological assessment to the use of video and information technologies.

Standing at the interface between sport sciences and sport coaching, the book examines a wide range of performance criteria, including:

Integrating cutting-edge theory, research and technology with best practice in applied sport science, this book is important reading for all students of sport sciences, kinesiology, human movement science, sports performance, or sports coaching.

Christopher Carling is Head of Sports Science at Lille Football Club.

Thomas Reilly is Director of the Research Institute for Sport and Exercise Sciences at Liverpool John Moores University. He is President of the World Commission of Science and Sports.

A. Mark Williams is Professor of Motor Behaviour at the Research Institute for Sport and Exercise Sciences, Liverpool John Moores University.

First published in 1988, this book contains edited and revised papers presented at the first World Congress of Science and Football.

Held under the auspices of the International Council of Sport, Science, and Physical Education, the Congress was a unique gathering of international scientists researching into football and practitioners professionally involved in the many football codes. American football, soccer, rugby league, rugby union, Australian rules, Gaelic football and national variations of these games are all covered in depth, in both amateur and professional systems.

Nutrition, biomechanics, equipment, physiology, sociology, psychology, coaching, management, training, tactics, strategy are among the main subject areas the contributors cover. With over 22 countries represented and with players, managers and coaches involved as well as academics the book represents a truly international, comprehensive and practical picture of contemporary football.

First published in 1988, this book contains edited and revised papers presented at the first World Congress of Science and Football.

Held under the auspices of the International Council of Sport, Science, and Physical Education, the Congress was a unique gathering of international scientists researching into football and practitioners professionally involved in the many football codes. American football, soccer, rugby league, rugby union, Australian rules, Gaelic football and national variations of these games are all covered in depth, in both amateur and professional systems.

Nutrition, biomechanics, equipment, physiology, sociology, psychology, coaching, management, training, tactics, strategy are among the main subject areas the contributors cover. With over 22 countries represented and with players, managers and coaches involved as well as academics the book represents a truly international, comprehensive and practical picture of contemporary football.