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You are here: Home / Speaking and Training

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...]

Last Minute Sales Strategies to Make Your Goals

November 20, 2018 By maurasf

sales strategies for last minute

You have less than a month left to still make your sales goals this year. Some of you are smiling because you already exceed your numbers. Others are silently suffering because making your sales goals seems out of reach. All is not lost! There still is time for you to implement sales strategies and to make your sales goals—or come much closer—if you act now. Sales Strategy 1. … [Read more...]

Don’t Get Sold If You Are a Sales Manager

February 8, 2018 By maurasf

dont be sold as a sales manager

It might surprise you what I’ve learned after working with salespeople for over 20 years on selling skills and strategies. Some salespeople should have never been hired for sales. I sometimes wondered how they ever got hired in the first place. Obviously, the only sale that ever took place was the sale to the sales manager. That was an unfortunate sale. Here’s how you can avoid … [Read more...]

Where Luck Meets Opportunity: Understand the Buying Process

January 31, 2018 By maurasf

The Roman philosopher Seneca said, “Luck is what happens when preparation meets opportunity.” I say that you make your own luck. That is a very true statement for sales. When you know where your buyer is in the buying process you will become a lot luckier. You just might make more sales, too. Do more qualifying. I often qualify my prospect when I first meet with him as an … [Read more...]

Google, Misinformation and Sales

August 16, 2017 By maurasf

Did you read the memo? Yes, that memo. It’s the one that James Damore wrote that got him fired from Google. I did.   I seriously disagree with Google’s firing of Mr. Damore. Yet, Damore’s varied statements as reported did seem inflammatory and cause for disciplinary action. The only problem is that once you read what he did write, you come to a very different conclusion. You … [Read more...]

What do you need to know about your customers?

March 26, 2017 By maurasf

don't miss a clue when you sell

Who knew that a U.S. household of four people opens the refrigerator about 15 to 20 times a day? That’s according to LG research. People also spend 10.4 hours a year just staring into an open refrigerator. That might be useless information for you. It’s not if you are a refrigerator manufacturer and want to develop products that best suit your customers’ needs. These … [Read more...]

Quick Tips for Writing Better Emails for Sales

February 27, 2017 By maurasf

emails for sales

Email is a sales tool. Are you doing all you can do to get your emails read and useful for selling? Here’s what you can do. Be strategic with subject lines. Make it easier for other people to read your emails when you write them. Here’s what you can do. Write a better subject line so it’s clear what you want. You can take a page out of the military. Here’s what they do. Their … [Read more...]

Marie Kondo for Sales

May 31, 2016 By maurasf

marie kondo and sales

Have you heard about Marie Kondo? She’s the international expert on organization and leading a simple life. She emphasizes organization to simplify and find more joy in life. Simple rules of sales will give you more joy in business and in life. 1. Plan ahead. You can avoid a lot of wasted time if you plan ahead. Think about the materials you need to take on business trips. … [Read more...]

Generate Value from Selling

April 1, 2014 By maurasf

sales success

Sample Value Generation Letter Date XYZ Transportation Anytown, USA Dear (Maintenance Manager): We have been working with the XYZ Transportation staff in our role as your lubricants supplier.  Super Supplier Inc.  would like to report the savings and revenue contribution we’ve been able to provide your operation. We discussed extending your oil drain intervals … [Read more...]

Sales is common sense, but common sense sometimes isn’t common.

October 30, 2013 By maurasf

What would you think about standing too close to a customer to make him uncomfortable? You would never do that, right? It's just common sense that you don't make a customer uncomfortable if you have any hope of him buying again. Well, sometimes salespeople don't realize that what they're doing is wrong. Just imagine you worked with a salesman for several months.  You arrive … [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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