The popular television program, Deal or No Deal probably frustrates you like it does me. What is wrong with those people on the program? Take the DEAL! These are the words I shout from my home. Its also the words I secretly shout in my head to clients when Im selling to them.

It would be great if life were that clear in sales. Salespeople are better off with clear answers from prospects and customers. When salespeople dont get a definitive answer, they pin their hopes on wishes and dreams. These hopes and dreams are later listed on prospect sheets that never become deals. We should be saying, deal or no deal to our prospects and eliminate the half truths.

When a prospect doesnt say YES, the sales time table extends. This time extension creates a real challenge for the salesperson. Each time the deal is extended, the chance of getting the deal is reduced. If the salesperson doesnt have a follow-up system, they will lose track of the opportunity and it will fade away.

Motivating Buyers To Make Deals

What is often odd about the decision process is that buyers are just as motivated as salespeople to make a decision of deal or no deal. Ironically, the buyer is often looking to the salesperson for assistance in making a decision. Unfortunately, many salespeople dont get this truth. If a salesperson decides not to extend the opportunity and forces the question of deal or no deal, they often get the deal.

Everybody wins when a decision is made by the buyer. If the buyer accepts the deal, you dont get stuck in limbo. If the buyer says No Deal, the salesperson has two choices. One option is to move on to the next deal and dont look back. The other option is to put the buyer in a Not Now mode and remain in contact with them until the buyer is ready. In each case everyone is better off and time is not wasted by not making a decision.

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."