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You are here: Home / Archives for News & Updates

Stop Wasting Your Selling Time

January 12, 2022 By maurasf

What would you do with a crystal ball and your selling? You would avoid doing a whole lot of things that waste your selling time this year. You don’t have a crystal ball. Here’s what I think are big time wasters in selling. Try to stop wasting selling time and avoid them this year. No sales process for selling. I see a lot of sales teams whose management says that they only … [Read more...]

Incorporate Gratitude Into Your Selling

December 14, 2021 By maurasf

Want to be more successful? Learn to incorporate gratitude in your life and selling. It’s not my idea that gratitude is a good idea for sales and business. There are many studies and they support an association between gratitude and an individual's well-being. So how can you incorporate gratitude into your selling? Here are a few ideas. Say thank you. This is something that … [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...]

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...]

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...]

No More Cold Calls? Change How You Sell

June 24, 2021 By maurasf

sell in the telephone

You may have heard that Bank of America Corp.’s Merrill Lynch Wealth Management unit is banning trainee brokers from making cold calls.  It seems that cold calling was a rite of passage that was from a bygone era for financial advisors.  Times change.  Financial advisors had to change how they sell as well. You may have to change how you sell as well.    Why change cold … [Read more...]

Don’t Write Another Sales Proposal Unless…

May 27, 2021 By maurasf

sales proposal

You might gladly write a sales proposal if you were guaranteed a sale.  Salespeople, all too often, work very hard prospecting, then writing and presenting proposals. What happens after?  They hear crickets (no response from email or phone) from prospects a week or weeks later. How can you avoid crickets?  Don’t write another sales proposal unless … [Read more...]

Use the Telephone to Sell

March 8, 2021 By maurasf

Pandemic or not, you have to make sales. The telephone, especially now, might be your best tool to sell and reach new customers.  It’s not so easy to sell on the telephone.  Then again, neither is selling face-to-face. Here’s what you can do to make it easier when you use the telephone to sell.   It’s all in the execution to use the telephone to sell. How you speak is a … [Read more...]

New Year’s Sales Considerations

December 31, 2019 By maurasf

According to U.S. News & World Report, 80 percent of New Year's resolutions fail by February.  I think I know why. People set some unrealistic, overly drastic goals that have little chance of being kept.  You might be leaning to making some dramatically different, challenging new Year’s resolutions.  Instead, how about I challenge you … [Read more...]

Strategic Selling: Protect Yourself As You Sell

December 15, 2019 By maurasf

You may think your product is what you sell and what customers pay for.  You would be only partially correct.  You are part of your product. Your strategic selling covers not only how you sell your product, but all that you do to protect yourself as you sell.   Be protective of your selling time. Athletes don’t let anything get in the way of their practice to improve … [Read more...]

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Selling Tips

*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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