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You are here: Home / Archives for Salespeople

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...]

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...]

Losing a sale. Now what?

May 29, 2013 By maurasf

At some point you’re going to lose a piece of business.  That loss immobilizes some salespeople. They ruminate about the deal that went bad, what caused it and blame themselves. The reality is that all successful salespeople sometimes lose deals. They analyze what went wrong and resolve to avoid doing that again. They do this analysis once. Then they move on. If you find … [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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