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You are here: Home / Archives for Blog / Sales Process

Help! I Just Lost a Big Sale! 

April 29, 2025 By maurasf

No one wakes up in the morning with a plan to lose a big sale. Yet, it happens. Losing a big sale can happen even to the best salespeople.  What do you do when you just lost a big sale? Here are some specific actions to take so you don’t make a bad situation worse.  Delay is not a good thing.  Some sales managers are pretty hands off. Others are the other extreme and … [Read more...]

Unforced Errors in Selling

April 14, 2025 By maurasf

The losers in close, professional sports competitions usually have more unforced errors than their opponents.  Even the experts make mistakes!  Top performers need every advantage to win. You need every advantage in selling, too. These are some unforced errors in selling that you should avoid.  Thinking schmoozing is selling is an unforced error. Yes, selling is not like … [Read more...]

Time For a Reality Check

February 9, 2025 By maurasf

Have you ever heard people say “Woulda, coulda, shoulda…” as a response to something they wished never happened? You certainly don’t want to be the one saying that in December when you miss your sales goals.  Now is time for a reality check before the year moves too far along.   Time for a reality check of people you work with.  Sales is a job that requires the inputs of … [Read more...]

Pick the Right People to Sell More

January 28, 2025 By maurasf

You may already be a sales success. Did you do it alone? It’s far easier when other people help you succeed than if you do all the work yourself. Here are some people who you should select or avoid to ensure your sales success.  You can pick the right people to sell more.   Pick the right people to learn from.  Great salespeople are always learning. They are learning … [Read more...]

No risk. No reward in Sales

October 31, 2024 By maurasf

You’ve probably heard the saying “No risk. No reward.” It applies to selling. What happens if you are uncomfortable with risk? It’s time to address your discomfort because in sales, no risk means there is no reward or at least it is far less likely.  What is risk? Risk refers to the degree of uncertainty and/or potential financial loss inherent in business. Another … [Read more...]

A Good Mistake Can Help You Sell

September 30, 2024 By maurasf

You don’t have to be an athlete to make a good mistake. Let’s say you have great technique hitting a tennis ball. You pull the racket back with the right grip, swing and the ball still hits the tape and doesn’t go over. Your coach tells you that’s a good mistake that will help your game. Just like tennis, a good mistake can help you sell.  What is a good mistake? A good … [Read more...]

What If? is a Sales Question for You

September 15, 2024 By maurasf

Your customers have questions for you. They want to know about your product specifications, your delivery capabilities, or your proof of performance.  Successful salespeople can answer these questions and customers then buy.  What about the questions you should ask yourself? What if...is a very important sales question for you. What if I lose my largest customer… I once … [Read more...]

Disasters Can Help You With Selling

June 2, 2024 By maurasf

You may have seen the reports of destructive weather lately in the Dallas, Texas area. Over 750,000 people were without power after the storms. Trees fell on homes. People lost their lives.  I live in Dallas. This storm confirmed that being prepared for a disaster makes a huge difference. Here’s what I learned dealing with a disaster and how disasters can help you with … [Read more...]

Do you have what Artificial Intelligence (AI) says for sales sales? 

May 14, 2024 By maurasf

What does Artificial Intelligence (AI) say about sales? A lot. Some of it was obvious to anyone with sales experience. Yet the answers highlight what AI says for sales success.  What does AI say are sales challenges?  I asked ChatGPT a few different ways about the challenges that salespeople face and what they find difficult in selling.   Here’s what ChatGPT … [Read more...]

The Organized Salesperson

March 31, 2024 By maurasf

You might have heard someone say the key to sales success is to work smarter, not harder. One way to work smarter is to be an organized salesperson. Here is how you can be more organized. Organize your travel. Certainly you plan your travel in advance so you maximize the customer time you have in each city. Travel today is more of a hassle than ever. One way to make it … [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

Recent Posts

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  • How to Handle Disagreements in Sales
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  • Help! I Just Lost a Big Sale! 
  • Unforced Errors in Selling

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