Because I sell for a living, I cant always follow the customer service philosophy that the customer is always right. It is the same for doctors when they work with patients who think they can control their medical issues. The last time I saw my doctor, he asked me how things were going with the diet and the exercise routine he prescribed. You probably know what this situation is like.

So, I told him the white lie about my diet. Oh, sure, I have been following it pretty close I said. LIAR! I was clearly lying to him and I think he knew it.

My doctor stopped for a brief moment, looked at me and said, Really. When I heard that word, I felt like a kid who just got caught in a lie. I then proceeded to tell him the truth about my diet and the exercise routine with more details than he probably wanted to know.

This one word question, really, is used when I challenge a customer who tells me something I find hard to believe. This one word is listed in my hall of fame for great sales moments because, it works. I can make it more powerful by adding OH in front of it and widen my eyes as I say it.

Challenging customers is part of sales. If we want to prescribe the right solution, we must get to the truth with our customer. Sometimes, customers dont start out telling us what we need to know. Sometimes, customers lie to us. To get to the truth, we must challenge our customers.

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."