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You are here: Home / Archives for Sales Preparation

What if your prospect or customer pushes back?

August 31, 2015 By maurasf

be prepared boy scout

Expect the unexpected could be the slogan for sales. Yet some things are predictable. There will be times when prospects and customers don’t see your point of view. Your response could help you sell or make you miss the sale. Be prepared for push back. A good salesperson prepares for every sales call. One piece of the preparation is to consider how the sales call could get … [Read more...]

What should your sales preparation include?

February 15, 2015 By maurasf

Sales Quote After the game is before the game.” - Sepp Herberger For Salespeople When does your selling start? It should start will before you sit down in your prospect’s office or call a prospect on the phone. You have a lot of preparation to do. I work with my clients to prepare before their sales calls. Here are the essentials: 1. Set your sales call objective. What’s the … [Read more...]

Sales preparation counts.

January 29, 2015 By maurasf

"After the game is before the game." - Sepp Herberger, Manager of the '54 FIFA World Cup Soccer winners For Salespeople... When does your selling start? Your sales preparation should start well before you sit down in your prospect’s office or call a prospect on the phone. You have a lot of preparation to do. I work with my clients to prepare before their sales calls. Here … [Read more...]

Sell more by selling to the right prospects

October 17, 2013 By maurasf

Here's how I know someone is not going to make their sales goals. I ask them to describe an ideal prospect. Their response? Everyone is a prospect! Wrong. Everyone is not your prospect because you can't be all things to all customers. Here's how you can find the customers who you are most likely to sell to. … [Read more...]

The Sales Call Checklist

May 6, 2013 By maurasf

Sales Check List

  I recently attended a search engine optimization program where I was asked to create a Sales Call Checklist. Here it is: The Sales Call Checklist to Sell More Now Yes No I visit the customer’s website thoroughly before the sales call.  [    ] [    ] I research the likely problem/need/want that this prospect might have.  [    ] [    ] I develop the question … [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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