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You are here: Home / Archives for maurasf

Luckier Salespeople Understand the Buying Process

May 15, 2022 By maurasf

lucky salespeople know buying process

The Roman philosopher Seneca said, “Luck is what happens when preparation meets opportunity.”  I say that you make your own luck.  That is a very true statement for sales.  Luckier salespeople understand the buying process.  They are more likely to make more sales, too.  Do more qualifying.  Before a face-to-face meeting, determine general information about your ideal … [Read more...]

Problem Solving 101: Make Decisions Easier

May 1, 2022 By maurasf

Problem solving and making good decisions are the foundation of selling. You’ve got to decide who your prospects should be, how to navigate customer politics, deliver price increases and on and on.  Deciding isn’t easy. Here are some thoughts to make decisions easier. Ideally, your problem solving decisions will be better ones as well.   Make decisions easier by getting past … [Read more...]

How Are Your Customers Judging You?

April 13, 2022 By maurasf

Bathrooms are often the first stop that passengers make at an airport. Clean, uncrowded bathrooms that are easy to find are a huge factor in how well-liked an airport is. What’s even more important is that the bathroom cleanliness impacts whether travelers will purchase food or shop at airport stores.   Travelers’ satisfaction with bathrooms predicts sales … [Read more...]

NO is An Important Word in Selling

March 29, 2022 By maurasf

No and yes are important words that impact your selling. Prospects say no when they don’t want to buy. That’s a no in selling to avoid. Other times you need to tell yourself no when a prospect is unlikely to buy. Here’s how you can get both the yeses you want, the noes to avoid and the noes you need to sell more.  No Budget is often an important no in selling. Too … [Read more...]

Sales Interview: Your Next Sale Is Your Job

March 14, 2022 By maurasf

At some point in your career I’ll bet you will be interviewing for a sales position. Recently a client asked me to  interview candidates for a sales position. Some of the candidates’ performance was surprising.  Some made some basic mistakes and others didn’t do all they could for the best consideration. Here are some tactics for your job interview the next time you’re looking … [Read more...]

Anticipate Problems and Save Time in Sales

February 28, 2022 By maurasf

What strategy do you use to save time? Maybe you avoid multi-tasking or you automate certain functions. I have another way. Anticipate problems. Here’s how you can save time in sales and also lower your blood pressure. How do you anticipate problems? You can save a lot of time in sales (and lower your blood pressure) when you avoid problems. Think about a time, after an … [Read more...]

Zoom for Sales Meetings, Meetings and Productivity

February 14, 2022 By maurasf

You’ve probably attended more than just a few Zoom sales meetings these past few Covid years.  I’m one of the people who love Zoom for its productivity. There are some people who aren’t getting the dos and don’ts of Zoom meetings whether they meet for sales, training, or customer service. Be ready to join Zoom sales meetings early.  Do you log on at 9:59 am if a Zoom … [Read more...]

Little Things in Sales Strategy Give Big Differences in Sales Results

January 27, 2022 By maurasf

Legendary Basketball Coach, John Wooden said, “It's the little details that are vital. Little things make big things happen.” In sales, the little things make big sales happen.  Here are a few little things that you can implement in your sales strategy to produce big differences in your sales results.  Incorporate your customer’s emotions in your sales strategy. Some … [Read more...]

Stop Wasting Your Selling Time

January 12, 2022 By maurasf

What would you do with a crystal ball and your selling? You would avoid doing a whole lot of things that waste your selling time this year. You don’t have a crystal ball. Here’s what I think are big time wasters in selling. Try to stop wasting selling time and avoid them this year. No sales process for selling. I see a lot of sales teams whose management says that they only … [Read more...]

Let’s keep Selling Simple This Year

January 2, 2022 By maurasf

You are probably Covided out. It’s exhausting keeping up with the reports on the ever changing restrictions and recommendations. Hopefully you, your friends or your family haven’t gotten sick and if you have it was with mild symptoms. Either way, right now you might be craving some simplicity in your life. I know I welcome keeping selling simple this year and especially … [Read more...]

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*Try to listen to contrary ideas with less emotion. Focus on the idea before you react. You will be a better listener if you first avoid emotions and try to understand.

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura's ideas on "more brain...less mouth" selling to make your selling easier and more successful.

Maura's Allbusiness blog posts

Recent Posts

  • Luckier Salespeople Understand the Buying Process
  • Problem Solving 101: Make Decisions Easier
  • How Are Your Customers Judging You?
  • NO is An Important Word in Selling
  • Sales Interview: Your Next Sale Is Your Job

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