There is one particular moment in a project that I love:
When the customer suddenly stops talking about products—and starts speaking openly about their processes.
Suddenly, it is no longer about “I want to buy X”, but about:
👉 “How can we improve our workflows?”
👉 “How can we reduce the burden on my team?”
👉 “How can we increase transparency in day-to-day operations?”
For me, that is the magic moment in systems sales.
That is where the real work begins—and where the best solutions emerge.
👉 Do you recognise this moment too—when a conversation suddenly shifts from superficial to genuinely exciting?