Real-World Selling

For Out-of-This-World Results

by Maura Schreier-Fleming



Book Details

Language : English
Publication Date : 2/12/2002

Format : Softcover
Dimensions : 6x9
Page Count : 176
ISBN : 9780759667136

About the Book

Selling is the easiest job in the world. Just ask anyone who’s not in sales! To master selling you’ve got to have the insight of what works from other successful salespeople. Then you have to adapt the great ideas to your selling style. Real-World Selling is written by a salesperson who knows what works in selling.

"It takes energy and imagination to succeed in the selling world. Maura Schreier-Fleming's book has both in abundance. If one wants a pragmatic, well crafted approach by a proven professional, this book is for you."

Joseph F. Carlisle, Ph.D., Director
Fujitsu Network Communications, Inc.

"This is a powerful blend of practical guidance and proven experience that gives new perspective on becoming a leader in the sales profession. I found myself highlighting your words, jotting down notes to myself (to send to my sales team) and curious to discover what was in the next section ... especially after reading the fun headings you have used. This book is ‘no less than 100!’ Congratulations."

Jeff Stepler, Division President
Frontline Group Telecommunications

"Maura’s clean and concise writing style is easy to follow and absorb. I like having one ‘key’ takeaway for each section. It helps me put sales into a more simple process ... really hearing the customer, presenting my solution and then asking for the business. Thanks, Maura, for simplifying the rules for selling!"

Susan Kennedy, Consulting and Solutions Manager

"A must-read for sales people that would like to improve their selling skills. Maura does an excellent job bringing real-life selling situations to the reader. The book is right on target with the importance of better understanding customer personalities and the development of needs when selling."

Dale Montross, Region Sales Training Manager
United Parcel Service of America Inc.

About the Author

I am one of those people who want to know what works, why it works and how to do it. When I began my selling career I learned a lot of process and skills, but only later in my career did I learn why things worked as well as they did for me. In selling, with so much to do, I believe that things need to be simple, relevant and usable. This is what you'll find in Real-World Selling.

I began my career in sales at Mobil Oil. An engineer by training, I was Mobil's first female lubrication engineer in the U.S. After I married and moved to Texas, I worked for Chevron where I sold more than $9 million worth of product. I've been in sales for more than 20 years. After that many years of working for others, I decided to take the ultimate plunge and put my expertise to work for myself. I started Best@Selling in 1997 to help others be their best at selling.

I wrote my own job description and have my dream job. Selling is the best job in the world when it's done right. I work with sales professionals and managers who want to optimize their selling time using skills and strategies that work immediately work in real-world selling situations. My clients include Chevron, Arthur Andersen (now Andersen), Tricon Inc., UPS, J.C. Penney and other businesses interested in improving selling skills and strategies. I have taught their salespeople how to quickly persuade customers, increase their listening power and strategically question to sell. I also teach selling skills and strategies at Southern Methodist University's Continuing Studies Program.

My column, "Selling Strategies," appears in the Insurance Record magazine. My column on selling also appears in Inside Collin County Business. My articles on business and selling have been published nationally. One of my early sales disappointments at Best@Selling was when the Las Colinas Business News ceased publication after Belo Corp. reorganized The Dallas Morning News. My column, "Customer Connections," which had appeared in the Las Colinas Business News , also ceased publication. Selling is the best job in the world. Who says it's the easiest?

I write The Selling E-Letter™, which is a useful selling tool for busy sales professionals. You can become a subscriber by going to and viewing the "Selling Tools" page. My coaching work with sales professionals has allowed me to gain considerable insight on what real-world selling is all about.I write The Selling E-Letter ™ which is a useful selling tool for busy sales professionals. You can become a subscriber by going to and viewing the Selling Tools page. My coaching work with sales professionals has allowed me to gain considerable insight on what real-world selling is all about.

I have a B.S. degree from Cornell University and an M.S. degree from Georgia Tech, and I love to work with sales professionals.