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You are here: Home / Archives for Selling

It’s December. What Can You do for Selling?

November 30, 2021 By maurasf

Are you getting tired of new ways to create meals with turkey? Hopefully, Thanksgiving gave you a few days of relaxation and not too much stress. Now it's back to selling and the few days left this year. It’s December. Now what can you do for selling? Look back. Schedule a very important appointment. It's not with a customer. The appointment is with you. At this … [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...]

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...]

Is Your Competition Beating You in Selling?

November 14, 2013 By maurasf

Your sales consultant will improve your sales process.

Don’t compare yourself to others. Have you ever heard that advice? Well, it’s wrong. In sales you do want to compare yourself to others. That is if you want to get better. So look around at the best salespeople. What are they doing better than you are? I recently met with a successful insurance professional. He said he noticed that the best in his industry were speaking to … [Read more...]

Why You Should Bring Bagels to a Sales Call

November 5, 2013 By maurasf

Did you know that a hungry, tired judge is much less likely to grant a defendant's request than one who has just eaten or taken a break? At least that's the finding of an ingenious new study looking at the rulings made by parole board judges in relation to when they had taken a meal break. Overall, prisoners saw a 65 percent success rate if their cases were heard early in the … [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...]

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...]

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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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