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You are here: Home / Archives for Selling Strategy

Are you making a sales mistake?

October 15, 2013 By maurasf

I see this over and over again with salespeople. They make the mistake of presenting too soon. How do I know? I ask them if their clients are saying, "I need to think about it" to make a buying decision.  What's to think about it your customer truly needs what you are selling?  It's your job to ask the questions that guide a customer to understand there is a need, it's an … [Read more...]

Where do you negotiate?

August 14, 2013 By maurasf

Meeting strategy

Do you think about where you're going to negotiate your sale as part of your sales strategy? You should. A recent article in Money magazine cited some interesting findings.  People act differently on their own turf. They're more assertive and less willing to make concessions.  Is that what you want in your next sale? Try to get the "home field advantage" and negotiate in your … [Read more...]

Sales tactics for today

May 14, 2013 By maurasf

I recently got asked a question about selling today.  What are the best sales tactics that will work in 2013? Here's my answer. It's the same ones that worked before, except today there's less margin for error. You have to come to the meeting prepared. Do your research. Prepare your selling questions. Demonstrate your expertise. All will help build credibility with your … [Read more...]

Don’t Make This Sales Mistake

April 15, 2013 By maurasf

There are salespeople (inexperienced ones I think) who early in the sales call will talk about price. In the first 10 minutes of the sales call they will say, “I think I can save you some money on your (product). Can I get you a quote?  Quoting prices isn’t selling. In fact, you don’t even need a human being to quote prices today. The only way you can quote prices early in the … [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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