You wouldnt think a dumb salesperson could get anywhere. Nothing could be further from the truth. Acting dumb on cold calls is one of the smartest sales strategies for breaking down the gate keepers information storehouse.

Gatekeepers usually recognize salespeople when they walk in the door or say their first words on the telephone. It is like wearing a giant sign that identifies salespeople. The gate keepers defenses go up and most salespeople dont get the information they want. Occasionally, some salespeople will get through and they might get limited information. But overall, the sales strategy doesnt work with experienced gate keepers.

Some of us walk in the door and identify ourselves immediately as salespeople. Why? This is the sales strategy for people who like rejection. If you have done this, you know what Im talking about. In many cases the gate keeper shifts in their seat as the protection instinct is turned on and they mentally prepare the lies they will tell us as they get rid of us with poor information they are told to give salespeople.

Be Smart, Act Dumb and Get Information

When I make cold calls, I rarely introduce myself and always begin with a question. Besides, Im there to get information to reach my next step in the sales process. In my sales process, information is the only goal I have. If the gate keeper thinks Im a salesperson, they wont give me the right information. Starting with a question changes everything. The gate keeper doesnt recognize me as a salesperson. I quickly discover what I need to know and move to the next step of my sales process. Everyone is happy and rejection never enters the picture.

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."