While this might seem like a dog story it really isnt. It is about salespeople who find they are working like a dog and getting little or no results. In some cases, they are in fact, barking up the wrong tree, or in this case person(s). This article is about selling the right product to the right person. It is about knowing who to sell the technical stuff to and who to sell the financial Return On Investment (ROI) information to. It is about finding the person who can say yes and convincing those who can say no that they should say yes.

Finding the pain

A good salesperson will sniff out pain like a good hunting dog might. This is especially true when we are involved in a complex sale. There is usually more than one person who can say no to a proposal and we need to know who those individuals are. However, the best person to uncover is the one who has the most pain which our product or service will eliminate. This person will often become the champion of the product and assist us along the way to make our sale a reality. They certainly will have the most to gain if our proposal is granted.

Questions lead to pain

The fastest way to uncover pain is to ask appropriate questions of the person you are working with. If we ask the vice president of marketing what their problems are in mailing, they probably wont know. It isnt that they are insensitive. It is probably because they arent familiar with the details of the problem. However, the vice president will be sensitive to methods and service you can provide that will reduce their costs and improve their situation. We just need to find out where the pain is and how to eliminate it with our product and services. Once we have this information; we can propose our idea to the vice president and get the approval we are looking for.

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."