Sometimes I notice within the first few minutes of a conversation how the atmosphere begins to change.
At first, the discussion is usually about figures, functions and ROI.
But then comes the moment when the customer leans back and begins to speak openly:
- 👉 about their concerns,
- 👉 about weaknesses in the process,
- 👉 about what they genuinely hope the solution will achieve.
For me, that is exactly where systems sales begins.
It is not only about technology or products, but about whether the customer trusts me to guide them safely through the complexity of their project.
💡 My experience:
Trust is the true currency of sales.
It is not created by glossy presentations or perfect slides, but by genuine listening, the right questions and an honest interest in the customer’s challenges.
👉 How do you recognise in your day-to-day work that genuine trust has developed?