Sales are competitive and there is always someone who wants to replace us at the top. This competition factor challenges us both in business and as a salesperson everyday. It doesnt matter if we are a business owner or a top sales performer. If you are a seasoned salesperson, someone wants your customers and your business. This challenge will never stop and we must always be vigilant about protecting our business especially our key customers.

When we watch sports, it doesnt matter what game we are watching. The winner is decided by just one play or a moment that perfect execution is demanded. Success or defeat is just one action away. It is the same in our business and in sales. The secret to winning is staying in the game mentally and physically. We run the risk of losing sales if we dont keep making new contacts and leveraging our existing business contacts for referrals. These pro-active actions will ignite new life in our sales game and keep us at the top of our competition.

Closing the back door of opportunity

Sometimes a competitive business or salesperson needs a tiny crack to get in the door of a key customer. Then again, sometimes we leave the back door wide open for them to come in because we forget to close it. We leave opportunities open because we dont visit with our customers and learn how their business has changed or what new problems they have. For example, if we dont ask we wont learn that a customer is launching a new product line or that they are being swallowed up by a competitor, changing our business relationship. This will either be a great opportunity or a huge loss. We wont know unless we remain close to our key contacts.

Successful business owners cant afford to relax.

Youve heard the story before; a business owner makes a comment that they dont have time for pro-active marketing. They have just gotten too busy. Perhaps they arent contacting customers or prospects as they have in the past. Yet, they are enjoying the taste of success and are complacent. Hopefully they will recognize this defenseless situation. The business must recognize why they are basking in success. Fortunate business owners will recognize this pattern. Sales wisdom allows them to make quick adjustments and refocus pro-active marketing and sales strategies which will keep them at the top.

Clients versus customers strategy

The best pro-active sales strategies are focused on developing clients instead of customers. The difference is simple. Clients are more like friends and take an interest in you because you take an interest in them. Clients recognize that you care about them because you ask about their business and want to celebrate their success and support their challenges. Clients are repeat uses of your services and recommend you to their friends. Clients will maneuver past other businesses to reach you because they want to acquire their service from YOU! Customers are on-time users of your service and take little interest in you except when a need comes up that they need and you are convenient to them at the time.

A winning sales pro-active strategy has two parts. We must have both a good defensive strategy and a strong tactical offensive strategy. These must be pro-active, not reactive to our business. If we are not pro-active in our game plan, by the time we are able to react to a competitive situation, the game will be over and we are finished. Dont let this happen to you. Create a winning, pro-active sales strategy.

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."