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You are here: Home / Archives for Blog / White Papers

New Year’s Sales Resolutions

December 13, 2013 By maurasf

Can your resolutions help you sell more?

Forget the resolutions for less food and more exercise. You can always make them later. How about some resolutions to help you sell that are free of calories and require no gym visits? You’ll be more motivated to keep them and they’ll be good for business. 1. I’ll think more this year. Have you ever noticed that action is more valued in selling than thinking about the action? … [Read more...]

7 Habits of Highly Successful Salespeople

December 13, 2013 By maurasf

listen with your eyes and ears

If you want to know what it takes to be successful in sales, here are some habits that other successful salespeople have.  It seems to work for them.  Why not for you? 1.  They have a huge Rolodex. Selling is finding customers who need or want what you have to sell.  Successful salespeople find their customers differently than less successful salespeople.  I spoke with an … [Read more...]

Consultative Selling

December 13, 2013 By maurasf

What is your consultative selling strategy?

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 some.” I made the sale without discussing my product! A sales miracle had … [Read more...]

Finding Great Customers

December 13, 2013 By maurasf

Question to shorten sales cycle

Great questioners make great salespeople. It’s especially true when salespeople ask questions that guide prospects to understand that they need to act now and buy. Unfortunately, not every prospect will become a great customer. There is a way to increase the likelihood of working with great customers. You can ask questions that uncover useful information about your prospects. … [Read more...]

The Top 10 Mistakes Salespeople Make

December 13, 2013 By maurasf

sales introduction

While I work with many great sales professionals, I meet a lot of sales people who must find selling very frustrating. Making mistakes like these is why they find themselves missing sales goals and gritting their teeth. 1. They come to their sales calls unprepared. Why do some people think selling is a random event? It's not. Selling is the result of preparation where you … [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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