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As I stormed out the door of the building my blood was pumping and all I could think of was how dumb the buyer was. How could this idiot not choose my deal over the one they selected? If you havent felt like this at one time or another, you havent been in sales very long. All I needed to do was sit in the car, look in the mirror and realize who the dumb one really was. I was looking at him.

Ive set myself up more than a few times and each time I tell myself this is the last time. After a few times, I did learn my lesson and realized what my sales manager told me was correct. He warned me buyers are liars. I had to learn to trust my instincts and evaluate the situation from facts and human behavior signals.

There were signals the buyer was sending to me when we met. I was too busy thinking about what I was saying, instead of asking good questions and listening to the answers. Some of what the buyer was saying just didnt add up. Since the buyer was telling me how much they liked my company, I felt the deal was all sown up. It was what they werent telling me and what I wasnt asking that got me in trouble.

Ask the Tough Questions

In time, I learned that asking the tough questions made the difference and allowed me to flush out any problem in most opportunities. My listening skills improved and results became apparent when tough questions were asked. Unless you want to be the idiot salesperson, you will learn how to ask the tough questions, listen to what the buyer is and isnt saying and follow your instincts in their behavior.

Steve Martinez

My name is Steve Martinez and I started this business development company to eliminate sales failure. I have spent the last few decades honing my experience as a National Sales Manager, Sales Trainer, Mentor and Author of Selling. This history provides the depth of my experience and value to you as a client in the Business to Business marketplace.

I am proud to say that our innovative sales management strategies are revolutionizing sales for business to business companies. My clients are taught the advantage of building long term profitable relationships using his customized sales action plans. The results are nothing short of magical. Salespeople are able to perform twice, three times and, in some cases, ten times what they used to do before. Sales Managers enjoy the Selling Magic system as they more effectively manage and forecast sales.

I am not new to sales management, technology and sales workflow. I bring 25 years of business management consulting experience. I have been fortunate to have traveled the United States as a National Sales Manager, National Account Executive where I learned the real world lessons of sales. I've also worked for franchise organizations leading sales to a network of over 700 salespeople.

I wish I could say that sales success came easy. It didn't! I had to work at selling and learn the tough lessons. fortunately, this made me stronger and wiser. Through my experience I learned why businesses fail and why salespeople struggle in sales.

I enjoy applying these valuable lessons, focusing on teaching others how to increase sales, become more profitable using technology and following the best practices of Customer Relationship Management.

Our clients tell us, Selling Magic is a logical choice. It provides advanced business development strategies. We are certified members of the Cargill Consulting Group and the Mastermind Consulting Group. Selling Magic delivers sales management and Customer Relationship Building solutions with a suite of consulting services designed to enhance your business.

Steve is an accomplished speaker and writer for business development projects. Sales Automation, Sales Coaching and E-Marketing are his primary projects in business development.

We invite you to discover the Selling Magic approach to sales management and how Selling Magic can help you "out wit, out smart and out last, your competition."