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You are here: Home / Archives for persuasion

Use More Persuasion When You Sell

April 14, 2016 By maurasf

Successful selling is the art and science of influence. There are simple persuasion strategies that you should be using when you sell. Here’s one simple way to boost your sales results. Tap into commitment and consistency. A financial planner recently spoke to the engineering group that I lead. We spoke about his work before the meeting started. He uses dinner meetings to … [Read more...]

What a menu teaches you about persuasion

October 26, 2015 By maurasf

menus and persuasive words

Who knew that restaurant menu words can impact the price of a dish?  And, every letter counts.   Author Dan Jurafsky wrote the book The Language of Food: A Linguist Reads the Menu.  I was fascinated to learn that every increase of one letter in the average length of words describing a dish is associated with an increase of 18 cents in the price of that dish. Who knew? … [Read more...]

Sales Shortcuts to Start Your Selling Year

January 14, 2015 By maurasf

It’s been attributed to Einstein that he said the equivalent of “Everything should be as simple as possible, but not simpler.” That sounds like a shortcut to me. Here are some sales shortcuts for the new year so you can start your selling year off right and sell more. Learn how a prospect will buy. One of the most important questions to ask your prospects is how they’re going … [Read more...]

Are you selling or manipulating?

October 28, 2013 By maurasf

This is why salespeople get a bad name.  In a recent study it turns out that when you make a superfluous apology (knowing you didn't cause the problem or it was beyond your control) it has the result of making others trust you. Here's where motives come into play.  I have a problem if you are apologizing for inconveniences you know you didn't cause only because you want to get … [Read more...]

Do you want to make your next prospecting call less stressful for you?

October 16, 2013 By maurasf

I often ask salespeople how they customize their selling. I get nervous when they say that they sell the same way to every prospect. Why? Because customers are different and they prefer you to be like they are, not necessarily how you are most comfortable. That's why the most flexible salespeople are the most successful. Here are some ideas to start with if you don't know how … [Read more...]

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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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