Over the weekend I found myself in a small town of about 118 people. It was early in the morning and I wanted to fix breakfast. My idea for breakfast that morning was eggs and potatoes fixed my way. Going to a restaurant was out of the question. I had a skillet ready to heat with a few eggs, cheese but no potatoes. There were, as I found out, only three locations I might find a potato for sale in this small town. I gathered my three recommendations and began my potato quest. After going to the first two and coming up empty, I was concerned that my craving wasnt going to be satisfied. I pulled up to the small store, Apple Annies, which incidentally was also the post office and video rental location. I found my potato and retrieved it for 80 cents. I walked out of there with a huge smile, satisfied knowing it was going to be great weekend.

If I had not found my potato, my craving would have subsided and lunch would have turned my cravings to a taco or pizza and the importance of a potato would have been a distance memory. This is an example of how customers are with their needs and their timing when it comes to things we sell or offer. Prospects will look to trusted recommendations and engage in a quest to satisfy their wants. It will be important to them at that time, in that moment but the craving wont last forever.

Timing and cravings

Our customers dont always buy something because they need it, but they will buy because they WANT it. It is a wise salesperson who can turn a customers need into a WANT. Take my potato example. I didnt need the potato, I WANTED it and I WANTED it really bad. It was a craving that drove me to three different locations and I would have paid more than 80 cents for the potato.

Your customers will have similar cravings that are tied to problems they have. They will need a solution to a problem they have. They will pay anything for a solution to the problem if they are engaged by a salesperson that can turn the simple need into a WANT. How does this magic occur?

In many cases the problem which the customer has a need for is made worse. Yes, worse! This is something a great salesperson will accomplish. Once the problem grows to become larger than life, the customer now WANTS to solve the problem and will pay anything to get it taken care of. Changing the need into a WANT pays huge dividends because the customer feels the pain and wants it to go away.

Needs and Wants dont last forever

Timing makes a difference in sales which is why we must be top of mind with our customers and prospects. Sometimes the window of opportunity for an order will only last a few days. There are multiple issues the customer will get involved with. If the problem they currently have gets stale and is replaced with a new and larger problem. Our solution will be placed on the back burner. When this happens, we must make the problem larger than life with the customer so they buy, NOW.

If you are working with a customer to resolve a problem. Make it hurt and make them WANT to solve it with your solution before their cravings disappear.

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."