Steve Martinez's Articles in Sales-Training

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When Mistakes Happen - Do What You Are Trained To Do In my story, we admitted our mistake and were able to show the results of my error. We simply performed what we needed to do to resolve the situation. I remember willing to do just about anything we could if the customer would have asked. The customer didn't ask and remained a key customer for years because we were human and continued to perform for them. A Master Salesperson is a Constant Gardener Selling is just like tending a garden. As I write this, I am looking at my flower garden which is bursting with color and all the plants are healthy. However, it wasn't always this way. If You Don't Ask, I Won't Tell and You Lose a Sale Fuel consumption wasn’t the reason we bought our Volkswagen Jetta five years ago. Although, the investment has paid off handsomely considering the price of gasoline today. How to Teach a Sales System with Playing Cards Salespeople need a balanced system of using the basic four communications to be successful in sales. This playing card system makes it easy for anyone to adopt a balanced sales plan. Particularly when the business offers a suite of services or products. Why a Salesperson Fails at Selling and How to Prevent It If you stay in sales long enough, you realize that you can’t fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales. If salespeople don’t do the sales activities, the opportunities won’t develop and sales won’t appear. This is a predictable, yet simple equation. How to Handle Sales Objections as Opportunities How do you handle objections? Let's say you just talked with your client on a fairly large project and they suggest to you that you are not in the ballpark on the deal. What do

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