When a prospect says NO, don't jump to the conclusion it means never. The answer could mean "Not Now"! It does mean that you should back off and evaluate the situation carefully. The prospect could be telling you they are not ready right now. When a salesperson accepts the NO as a permanent decision and never contacts the prospect again, it is a mistake.

Rejection is a common occurrence in outside sales and we should accept it gracefully when it happens. If we were a child at the checkout counter of a grocery store and asked a parent for a candy bar, would it be the last time we asked if they said no? We would simply accept no as a defeat of the moment, not as a permanent answer. When the next occasion developed, we would probably ask again and again, right.

Now, I 'm not suggesting that we take the child at the counter attitude and close our prospects each time, over and over again. What I am suggesting is that perhaps the prospect was not ready to say yes. Maybe they didn't have enough money. Maybe they weren't ready for our product or service yet. Maybe they didn't understand how our product could make a difference. Maybe they hadn't heard enough about us quite yet.

Yes! I'm Ready Now! The important thing is to be around when the prospect comes around. If we prepared our sales research before closing, we would know if the prospect needed our product or service before we pitched it. If this is the case, why would we accept defeat so quickly and not be around when the prospect comes around.

Salespeople lose 60% of their potential business because they lose track of time. Time when a suspected prospect ripens to the point they need our services. If we don't have a system in place that keeps us in contact with prospects that aren't ready, we lose deals to competition simply because we aren't around. Do you have a sales system that pro actively contacts prospects that aren't ready? If you do, you will get calls from these prospects telling you, I'm ready now!

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."

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