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You are here: Home / Archives for Blog / What is your Selling Issue?

Sales Tips

February 1, 2017 By maurasf

*Begin your selling by uncovering your customer's emotion for the sale. Prospects need to feel (emotion) before they can act--buy (logic). *Have an objective for each sales call. Your sales call success is when you achieve your objective. *Make effective referrals. When you refer someone, include in the referral WHY you are referring them. Reference their work that's … [Read more...]

Setting Call Objectives

December 13, 2013 By maurasf

successful selling

How To Set Call Objectives That Get Results As I left for school each morning, my mother would say goodbye to me.  If I were having an exam that day she’d add, “And don’t come home with less than 100.”  Does that sound cold in today’s environment of self-esteem and self-expression?  It didn’t to me.  It was the beginning of my sales training. What my mother did for me was to … [Read more...]

Creating an Introduction That Sells

December 13, 2013 By maurasf

How To Write an Introduction that Gets Phone Calls Returned When someone asks you, “What do you do?” if you say, “I’m in sales,” you’re making a mistake.  You may think sales is the accurate answer. It is, but you’re losing an opportunity to begin selling with a momentum that is both accurate and compelling. There are lots of instances when you’ll have to answer “What do you … [Read more...]

Networking for Business

December 13, 2013 By maurasf

sales presentation as a group

The More the Merrier: How to Choose and Organize a Networking Group   Customers are not as isolated as you think when making buying decisions.  The people they work with and respect are a source of valuable input.  Many of your customers participate in business networking groups where they meet people who provide buying input.  If you’re part of a networking group, … [Read more...]

What to Do at Networking Meetings

December 13, 2013 By maurasf

Are you selling and networking?

Does this sound like a goal that’s too good to be true?  It’s not, and you can make it part of your selling strategy.  By learning the components of effective networking you can never make a cold call again.  You also decrease the time it takes to close deals.  The research on networking says that each person is connected through family, business or hobbies to a network of 250 … [Read more...]

Managing Your Manager

December 13, 2013 By maurasf

selling like successful salespeople

The Clues to tell you how to Create a Better Working Relationship with Your Manager   There's good news and bad news if you want a better working relationship with your manager. The good news is it's possible.  The bad news is it might take some work. Managers who like the people they work with are easier to work for. So how can you get your manager to like you?  … [Read more...]

Working with my manager is less productive than I like.

December 13, 2013 By maurasf

Was your last sales meeting a waste of time?

  Your manager is one of your most important customers.  Having a strategy to work effectively with your manager is as important as the strategies you make when you work with your clients. First determine how your manager wants to work with you. Do a quick assessment if your manager is a more “people-focus” person or more of a “task-focused” person.  Are you able to … [Read more...]

Avoid Lowering Your Price

December 13, 2013 By maurasf

Can you avoid lowering your price when you sell?

Consultative Selling: The Questions to ask to avoid lowering your price Sales miracles do occur. In 1995, I was brought into a distributor’s account where they were having equipment problems.  I planned to begin the sales call by discussing a product that could solve their problem.  As I suggested the product and before I could go into any detail, my customer said, “Send me … [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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