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

Sell On The Telephone: 3 Rules to Follow

June 15, 2022 By maurasf

You probably wish that call screening didn’t exist today. Without screening a prospect would be more likely to pick up the phone. Stop wishing. Instead, practice these 3 rules to sell more on the telephone.   1. Less is more when you sell on the telephone.  Each second—yes second—is precious. Don’t waste them! Each word you say should make your prospect to want to hear … [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...]

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...]

Sales Strategy 101: The Basics to Make the Sale

October 29, 2021 By maurasf

Which is more important-- your selling skills or your selling strategy? I say your strategy is more important. You won’t be effective if you have great skills and a poor strategy. Think of it as doing the wrong things well. If you have a good strategy and poor skills, it might take you longer, but you just might accomplish your objective. Now it’s time improve your sales … [Read more...]

Sales Efficient Strategies: Shortcuts to Sales Success

August 31, 2021 By maurasf

Are you looking for ways to make your sales strategy more effective and efficient? You can get better sales results when you practice more of these strategies. See which ones you can implement and notice the results you get. Sales Efficient Strategy #1. Good enough is good enough.Be aware the next time you are planning your sales strategy and it seems to go on and on. What are … [Read more...]

When is it time to stop selling?

August 1, 2021 By maurasf

time to stop selling

Picture this. You’re a senior executive looking for your next job. You’ve been interviewing with several excellent companies. Then one of them offers you a job. The money looks good. The company has the right pedigree. The job is interesting. What’s the problem? You’re wondering if you should say “yes” to this particular offer. Should you continue to interview? Would a better … [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

  •   Sales Manager Problems: Why is this person on my sales team?  
  • Sell On The Telephone: 3 Rules to Follow
  • Intangibles: Sell Differently to Sell More
  • Luckier Salespeople Understand the Buying Process
  • Problem Solving 101: Make Decisions Easier

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