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You are here: Home / Archives for Blog / Sales Call Reluctance

Fear Isn’t A Good Sales Strategy

March 21, 2019 By maurasf

fear of selling

Some people are afraid of their own shadow.  They have a lot of fears if they’re in sales.  They are afraid of their competitors. They’re afraid of failing.  Fear is the wrong emotion to have when you sell. I want you to be able to get past fear and sell more successfully.  I’m afraid if we share information our competitors might find … [Read more...]

Don’t Run From Customer Problems

September 29, 2015 By maurasf

customers with problems

Some salespeople are afraid of customer problems. They shouldn’t be. They think a problem demonstrates their failure. That’s not how they should see a problem. It’s a great opportunity to show customers just how good you are. It’s an opportunity to demonstrate your worth. You demonstrate that you honor your commitments when you show your customer that you can and will solve a … [Read more...]

Sell more by selling to the right prospects

October 17, 2013 By maurasf

Here's how I know someone is not going to make their sales goals. I ask them to describe an ideal prospect. Their response? Everyone is a prospect! Wrong. Everyone is not your prospect because you can't be all things to all customers. Here's how you can find the customers who you are most likely to sell to. … [Read more...]

Do you want to make your next prospecting call less stressful for you?

October 16, 2013 By maurasf

I often ask salespeople how they customize their selling. I get nervous when they say that they sell the same way to every prospect. Why? Because customers are different and they prefer you to be like they are, not necessarily how you are most comfortable. That's why the most flexible salespeople are the most successful. Here are some ideas to start with if you don't know how … [Read more...]

The Sales Call Checklist

May 6, 2013 By maurasf

Sales Check List

  I recently attended a search engine optimization program where I was asked to create a Sales Call Checklist. Here it is: The Sales Call Checklist to Sell More Now Yes No I visit the customer’s website thoroughly before the sales call.  [    ] [    ] I research the likely problem/need/want that this prospect might have.  [    ] [    ] I develop the question … [Read more...]

Are you afraid of sales?

August 28, 2012 By maurasf

There are too many salespeople who think they have to apologize for being in sales.  How do you know if you’re one of them?  Look at your business card and your title.  Does it say sales? I’ll give you a pass if it says Business Development since so many people today now know that those words really do mean that you are in sales. I think that you are afraid of selling if your … [Read more...]

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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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