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You are here: Home / Archives for Sales

Sales and Operations=More Sales

February 3, 2015 By maurasf

What's sales have to do with operations? Everything if you want to sell more. Think about who you could invite to your next sales meeting. Are you thinking you should invite people from operations? That department might not be the one that comes to mind. You may be thinking, what would operations people have to contribute to a sales meeting? That’s not the point. Salespeople … [Read more...]

Prospecting and Are you afraid of Sales?- October 2014

November 14, 2014 By maurasf

  -Monthly Selling Newsletter with Ideas to Sell More Now- October-2014 Selling Quote for the Month  “Give ‘em what they never knew they wanted.”   -  Diana Vreeland, Former Vogue editor                      For Salespeople...  Have you noticed that sometimes your prospects don’t know what they don’t know? You'll especially see that time when they don’t … [Read more...]

Value Selling Beats Price Every Day

July 8, 2014 By maurasf

If you sell on price you will lose business on price. Selling price is a bad way to sell.  Instead, you should be selling on value. But, how do you do that? Here are the words to use when you sell based on value. And remember, one of the mistakes too many salespeople make is when they quote price early in their sales process.  If that's you, you'll find that you're not very … [Read more...]

So what are you thankful for?

November 25, 2013 By maurasf

I'm getting ready to celebrate National Salesperson's Day on December 6. (You will be, too. Right?) More on that in December. Meanwhile, which of your customers are you saying thanks to?  I'll bet that when you say thank you to a client you get back even more.  I see too little appreciation being given in business. Maybe it's because some people don't know how to say thank … [Read more...]

Can Jack Welch help you sell?

November 15, 2013 By maurasf

Did you see the column in the Wall Street Journal that Jack Welch wrote to defend his famous GE forced ranking program? It’s also known as rank and yank. Welch makes a compelling argument for rank and yank.  When executed successfully, employees know well in advance of a review how they are perceived in the organization. Welch consistently asks his audiences, “How many of … [Read more...]

What’s your pricing strategy when you sell?

October 31, 2013 By maurasf

It's always important to consider your pricing strategy when you sell. Recent research  shows that in negotiations, higher first offers from sellers drive up sale prices—reversely, buyers benefit from lower first offers. You can increase that advantage by stating your offer as a precise, rather than a round number. Here's what they found. In an experiment involving customers … [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...]

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...]

Want to be more persuasive?

October 25, 2013 By maurasf

One of the basic principles of persuasion and influence is that we tend to comply with people we like. Why? We trust people we like. You need trust to influence others. How does this apply to you? The next time you meet someone new at a business function, a Chamber of Commerce meeting, or other business function, do something that gets you to be liked. What would that be? Stop … [Read more...]

Did you forget about your most important customer?

October 23, 2013 By maurasf

learn more about sales.

I often marvel how salespeople spend so much time managing their customers. They will prioritize them by size, revenue, profits and all types of criteria to see where they should be spending their time and effort. Of course that's a good idea. What they're forgetting is that they have another very important customer.  It's their manager. Even if you're on commission, your … [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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