I was talking with a new salesperson when he relayed a sales call nightmare with a large hospital. He described the sales call of entering the domain of this seasoned buyer. He said, "It was like plunging in the dark waters of a hungry sharks feeding ground." It was unfriendly waters because the buyers office seemed larger than life and the surroundings created the environment of power. The buyer began the conversation assuming absolute control over the conversation. The salesman was hit with a barrage of questions. The buyer wanted to know what the company offered, what made them different, what the return on investment was and other details of the offering including what the best deal was. When the buyer is a shark, the salesperson is placed on their heels as confusion and fear dominate them. The new salesperson felt like a rung out sponge for information. Unfortunately, the salesperson left the office with no information on the buyers needs or opportunities.

Reverse the Power of the Shark with Questions The power of sales comes from good questions. One of my favorite rules for sales is this - he or she who controls the questions, controls the conversation. The new salesperson was in a tough situation the minute they were hit with a barrage of questions. The salesperson never gained control and was taken advantage of. If the salesperson had asked one question of why, they could have taken control and made a difference. Every salesperson must have a few shark proof questions and remember that they are on a quest for information. Questions are the power tools of effective salespeople. Here are examples of how to turn the tables on a shark. We have highlighted the key words in bold letters.

Examples: Why is that important to you? When are you looking to start? How would you like us to help? What are your goals for this project?

With a focus on controlling the conversation and gathering information you will reach a point when you have an understanding of the prospects needs. At which point you can provide answers. Remember, when you get into these tough situations, slow the pace and use the power of silence as YOU ponder the next power question. When an exchange of questions is performed correctly, the salesperson and the buyer have an opportunity to learn about each other. Next time you are in dark waters, ask the question that will save your sales appointment which may lead to a strategic partnership.

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."

Best In Class Sales Organizations Provide Extensive Sales Training

Poker Affiliate Secrets: How Poker Affiliates Generate Commissions

Offshore Software Development India: Advantages and Disadvantages

Telemarketers Don't Like Them? Here's An Idea For Ya!

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

The Five Reasons Why Social Networking Doesn't Work

What Your Small Business Can Learn From The Doctor

Are You Cool With This?