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You are here: Home / Archives for Blog / Selling

Intangibles: Sell Differently to Sell More

May 31, 2022 By maurasf

When’s the last time you heard someone say, ““I’m in the mood to go and buy insurance.” Never? You are far more likely to hear “I want a new iPhone” or “I’m tired of this car breaking down. I need a new car.”  It is different to sell intangibles. Here are a few points to consider to sell more intangibles.   Provide a way to evaluate your sale to sell intangibles. Help … [Read more...]

It’s December. What Can You do for Selling?

November 30, 2021 By maurasf

Are you getting tired of new ways to create meals with turkey? Hopefully, Thanksgiving gave you a few days of relaxation and not too much stress. Now it's back to selling and the few days left this year. It’s December. Now what can you do for selling? Look back. Schedule a very important appointment. It's not with a customer. The appointment is with you. At this … [Read more...]

Use Gender Differences to Improve Sales Communication

November 14, 2021 By maurasf

Have you heard the joke, why is it that a man will pay $2 for a $1 item he wants and a woman will pay $1 for a $2 item that she doesn't want? Subtle gender differences in behavior, especially in communication, also appear in the selling arena. We should be aware of these differences to adapt our sales communication and understand their impact on our selling. What are the … [Read more...]

Don’t be Afraid to Use the Telephone to Sell

October 14, 2021 By maurasf

How is the pandemic impacting your business? Think of how many people are not leaving their office because of the pandemic. Where are they? They’re by their telephone. You may think that email is your best bet to reach prospects. I think the telephone is better even with caller ID. Barriers should not make you afraid to use the telephone to sell. Be prepared when someone does … [Read more...]

Get Referrals: How to Ask and Who to Ask

October 26, 2020 By maurasf

Getting referral business is a wonderful way to sell. It’s always great when customers refer business to you. The referrals you get often aren’t enough to be your sole source of business. You should expect to ask for referrals to add to your sales. You may wonder how to ask for referrals and actually get the information you need to sell. Here’s how you can ask and who to ask to … [Read more...]

Red Flags in Selling

September 11, 2019 By maurasf

You know what red flags do. They give you advance warning of a dangerous situation. It’s at your peril if you ignore the danger.  You may be missing a few red flags for customers and other people you work with. Here are some red flags that I advise my clients to pay attention to so they can get better sales results.  Too much “I” and not enough “We.” Listen … [Read more...]

Are you making presentations, but not making sales?

June 28, 2019 By maurasf

What can you do when you are making presentations, but not making sales?  I recently worked with a financial advisor who was making far too many presentations and making far too few sales.  We looked at a few areas to determine what was not working. Here are the areas that you can examine if you are not making sales.   Do they believe … [Read more...]

What Not to Do In Sales

May 27, 2019 By maurasf

hear no in sales

You might have seen some magazines for both men and women where editors select fashions and put some in a category of do and others in a category of don’t.  When you want to be fashion forward you have to be sure that you stay far away from any styles that appear in the don’t column.  What about salespeople?  There may not be a fashion magazine to … [Read more...]

Millennials? Avoid Misconceptions at Work.

May 14, 2019 By maurasf

it's not play, but work.

Twenty somethings and thirty somethings, welcome to the world of work! Let me correct some misconceptions you might have about work before they have any negative consequences for your career and your selling.  You are there to work. Some offices look more like an entertainment playground than they do a place that’s designed for people to conduct business and … [Read more...]

Group Sales Presentation? Make the Sale.

April 23, 2019 By maurasf

What’s your plan when you are part of a group making a sales presentation?  You do have a plan, don’t you?  Your first mistake is thinking that your presentation is just like any other individual presentation.  It’s not. Here’s how you can make a successful group presentation the next time you’re selling with others.   Make a good … [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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