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You are here: Home / Archives for Selling Strategy

Keep Your Selling Simple

January 30, 2017 By maurasf

keep selling simple

I find that keeping things simple keeps the stress down. That rule applies to selling. Here are some simple ideas that will also help you sell more. 1.  Sell to the easy prospects. You might have many different types of prospects like most salespeople. You may also find once you do the analysis that it’s easier to sell to some prospects over others. I recently met with a … [Read more...]

Sales Strategy: Think About How You Buy When You Sell

March 30, 2015 By maurasf

Think about how you buy the next time you sell. I recently became a buyer to make two major home renovation projects. You want to make the best buying decision when you’re spending tens of thousands of dollars. Here’s where a few salespeople went wrong with their sales strategy. Too much personal information. I’m looking for a contractor, not a new best friend. I don’t want to … [Read more...]

What selling strategies will make me successful this year?

February 15, 2015 By maurasf

Unless you plan to win the lottery this year, you’ve got some selling work to do to be successful. I don’t play the lottery. I would much rather bet on myself. How about you? Here are 3 selling strategies for you to be successful in sales this year. Selling Strategy 1. Do you know what you’re supposed to do? I just learned something very surprising from a management … [Read more...]

Ideal Prospects & Buying Decisions: April 2014

July 16, 2014 By maurasf

Ideal prospects

The Selling Quote for the Month  “I will play Stockhausen only on two conditions. One, there will be no rehearsal and two, the performance is conducted at gunpoint." -Flautist James Galway on his contempt for avant-garde composers For Salespeople... Galway is pretty clear on what he doesn't want to do.  I see a lot of salespeople who lack that same clarity for what … [Read more...]

Mentors & Selling Strategy: March 2014

July 16, 2014 By maurasf

The Selling Quote for the Month  “To know the road ahead, ask those coming back.” -Chinese Proverb For Salespeople...  It’s time to for salespeople to get lazy. How? You follow this proverb. The next time you have to develop a sales strategy why not talk with someone who has already experienced your situation or one similar? You don’t have to spend countless hours … [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...]

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...]

Do Prospects Hit the Delete Key With Your Voicemail When You Sell?

October 22, 2013 By maurasf

old and new sales

There are just a few reasons why you're not getting a meeting with a prospect. Are you giving them a compelling reason to meet? Do you sound credible? Do they have a reason to believe you can deliver what you say? If your voicemail is irrelevant to their business get ready for the delete button on their voicemail. If you sound hesitant, too cocky, too meek, or unprofessional … [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...]

Do you want to make your next prospecting call less stressful for you?

October 16, 2013 By maurasf

I often ask salespeople how they customize their selling. I get nervous when they say that they sell the same way to every prospect. Why? Because customers are different and they prefer you to be like they are, not necessarily how you are most comfortable. That's why the most flexible salespeople are the most successful. Here are some ideas to start with if you don't know how … [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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