I rarely sit in a window seat of an airline. My preference is the aisle seat. However, I caught a standby seat that would get me home earlier. I was issued a window seat. It was interesting watching the earth pass under me as we crossed the country. As we approached my destination, I noticed the plane shifted and adjusted several times. There was a noticeable turn in our direction as we banked to our final approach.

In sales, we must make similar adjustments as we approach our closing destination. In a recent selling situation my actions were very similar to a pilot. I knew where my final destination was and there were only a few last minute issues the buyer was concerned with. I had already made several adjustments based on the buyers needs to reach my position for the close.

The right sales strategy is to make the required course adjustments of our solution with our client throughout the sales process. The only way for us to know what the buyers challenges are, is to raise these issues during the sales development phase with good questions. It is the same thing with a pilot. The turbulence and changes in the wind make it important for changes in the flight course. If either the pilot or the salesperson doesnt make these adjustments, they will be off course and it becomes impossible to reach the final destination.

Asking good questions and making sales solution adjustments is the key to reaching the right destination.

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."