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You are here: Home / Archives for Blog / How To's

Use the Telephone to Sell

March 8, 2021 By maurasf

Pandemic or not, you have to make sales. The telephone, especially now, might be your best tool to sell and reach new customers.  It’s not so easy to sell on the telephone.  Then again, neither is selling face-to-face. Here’s what you can do to make it easier when you use the telephone to sell.   It’s all in the execution to use the telephone to sell. How you speak is a … [Read more...]

3 Ideas to Become a Sales Success

August 13, 2020 By maurasf

Sales Superstars & What They Do for Success I’ve written before about how to identify successful salespeople so managers don’t get “sold” by salespeople who are really under performers.  But monitoring sales numbers isn’t the same thing as knowing what salespeople do to become a sales success.  Here are 3 ideas for you to become successful in sales.  1. They work … [Read more...]

Hire A Low Maintenance Salesperson

September 20, 2019 By maurasf

You are in trouble if you hire a salesperson and his first day is his best day.  You have been sold.  Don’t be surprised. Selling is what salespeople are supposed to do! Here’s how to avoid being sold a low performing salesperson when what you want to buy is a successful sales professional.  Learn from the references.  The best indication of … [Read more...]

‘Tis the Season to Be Charming (Or at least the holiday party)

November 28, 2017 By maurasf

be charming at holiday party

I’ve seen it so many times. Careers are made and lost year after year at holiday parties. Do you want to be the one selected for the next promotion? You can be. It’s up to you to be charming at your business holiday party. Have the right focus. You may have experienced this at a previous business function. You are talking with someone you just met. There are many groups of … [Read more...]

Sales Skill: Think about your selling

October 24, 2017 By maurasf

I often say that the lesser known sales skill is thinking. What you think about your selling is often a predictor of whether or not you will be successful at selling. Here are some thoughts that will help you sell or derail your success. What type of buyer am I working with? Your job in sales can be more or less difficult depending on your prospect’s perspective of how risky … [Read more...]

Sell Yourself At Work

April 26, 2017 By maurasf

What is your most important sale? It’s not one of your existing customers. It’s you. Even a slightly higher salary will compound upon itself over the years when you get raises at work. So a lower salary hurts you a lot. Now do you see why you are your most important customer? You need to sell yourself at work. Don’t be modest when you sell yourself. Some people think that … [Read more...]

Small talk helps negotiations if you are male

August 20, 2014 By maurasf

improve negotiation results with small talk

Who knew? What women do so easily (make small talk) will get better results in negotiation.  But, only if you're male.  If you read the study it says that women don't benefit as much as men do with the small talk. Why? It seems that men are inherently less "communal" so the chit chat helps them be perceived more positively so they get better results with negotations. Here's … [Read more...]

27 Key Sales Performance Drivers

July 9, 2014 By maurasf

maura schreier-Fleming

In a recent AchieveGlobal report they identified 27 Key sales performance drivers. How many do you think you have mastered? This is a good topic for your next sales meeting.  Your sales team can discuss how to develop more of these sales performance drivers.  If successful salespeople master these sales performance drivers, you should be more successful if you do, too. Key … [Read more...]

2 Important Rules for Your Selling Success

July 7, 2014 By maurasf

Here are a few rules for you to shorten your sales cycle and ensure your selling success. Here’s how you can make more money in sales.   Rule #1. Have a plan for every sales call. How will you know your sales call is a success? It’s not when you feel like it was a great call. It’s only when you’ve left the call with more than you had when you went in. That … [Read more...]

New Year’s Sales Resolutions

December 13, 2013 By maurasf

Can your resolutions help you sell more?

Forget the resolutions for less food and more exercise. You can always make them later. How about some resolutions to help you sell that are free of calories and require no gym visits? You’ll be more motivated to keep them and they’ll be good for business. 1. I’ll think more this year. Have you ever noticed that action is more valued in selling than thinking about the action? … [Read more...]

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*What was your last “mistake?” Did you make it before? There’s nothing wrong with making mistakes in sales provided you are making different mistakes. (You are learning from them!)

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

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