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You are here: Home / Speaking and Training

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...]

Don’t Miss a Clue When You Sell

August 14, 2019 By maurasf

  Hindsight is 20/20 may be true.  It sure won’t help you make the sale you lost because you missed a clue as you were selling. Here are some clues that I’ve pulled in over the years that I don’t want you to miss when you sell.    There’s a right way and a wrong way to handle problems. No one likes complainers. I never consider it a complaint when the person comes … [Read more...]

How to make sales look easy: Sell & Win Like Mikaela Shiffrin

March 12, 2019 By maurasf

I’ve written about the amazing Michaela Shiffrin before.  She’s the exciting alpine skier who has achieved spectacular results. She’s won the World Cup overall title three times.  She has 56 World Cup individual victories and three Olympic medals. Two of those are gold.  She’s the best in the world. How does she make it look easy?  It’s … [Read more...]

Stop wasting your time at meetings (sales or otherwise)

February 25, 2019 By maurasf

productive sales call

You probably hate meetings if you’re like most people. When you ask people about meetings they say that meetings are a waste of time.  But what about your selling?  Your sales calls are meetings and you certainly don’t think selling your products or services is a waste of time, right?  Sales meetings with other sales member of your team are often … [Read more...]

Some Solid Advice to Avoid a Few Sales Mistakes

February 13, 2019 By maurasf

sell more with your brain

The benefit of listening to some people is that they steer you away from making avoidable mistakes. If you find yourself saying, “I would have liked to know that before I made that mistake,” here are some things you might want to think about. Endless negotiations are costing you profits.   One very smart salesman once told me that his philosophy on selling was … [Read more...]

Sales Warrior: Can You Win The Sale?

January 29, 2019 By maurasf

sales warrior

Any soldier prepares for battle so he has some chance of survival.  Have you ever noticed that sometimes it feels like a battle in the world of sales? It’s the sales warriors who prepare as they go into the marketplace that have any chance to win the sale.  Here’s what you can do to win the sale.  Forget about generic sales … [Read more...]

What to Do Now that You Broke New Year’s Resolutions.

January 23, 2019 By maurasf

sell more. no resolutions

Yum! Are you eating cookies again after you swore them off on New Year’s Eve?  Probably. I’ll bet you’re snacking again if you’re like most people.  New Year’s resolutions are notoriously hard to keep.  Why not focus instead on what you can do this year that leads to your success instead of making resolutions that are likely to be … [Read more...]

Customers Judge You. Are you surprised?

January 11, 2019 By maurasf

customers judge you

Do you know how LaGuardia customers judge it? LaGuardia Airport is now the talk of flyers.  What are they talking about?  Surprisingly it’s the bathrooms.  Concourse B at LaGuardia is now sporting new bathrooms that are spacious and clean. It’s making a lot of flyers happy.  Bathrooms are often the first stop that passengers make at an airport. Clean, uncrowded bathrooms … [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

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