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You are here: Home / Archives for questioning

When should you stop selling?

February 15, 2015 By maurasf

You’ve identified a viable prospect. You make the sales call. During the sales call you get resistance from your prospect. Do you push for the sale or do you realize it’s time to stop selling? Sometimes it’s time to stop selling. Sometimes you learn the unexpected. When you decided to make the sales call, there was a reason you thought that the prospect could and should buy … [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...]

Reasons Customers Buy & Become a Sales Visionary: February 2014

July 11, 2014 By maurasf

customer reason to buy

Monthly Newsletter with New Ideas to Sell More Now February-2014 The Selling Quote for the Month  “A person usually has two reasons for doing something: a good reason and the real reason.” -Thomas Carlyle, historian and essayist (1795-1881) For Salespeople...  Listen carefully to your customers’ answers to your questions. Some are too afraid to tell you that they … [Read more...]

How to know if your customer is ready to buy.

September 23, 2013 By maurasf

There are two factors that motivate customers to buy.  They are pain or pleasure. Pain motivates more than pleasure.  Unless your customers are experiencing enough pain there is no reason to do anything about it. Yet, just experiencing pain is insufficient to motivate a customer to do something about it and buy.  You have to be very clear about how much pain he’s experiencing. … [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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