Sales – Articles and Insights

In almost every sales process, objections from customers are inevitable. However, an objection is not always a closed door – it can be an opening for a deeper conversation that leads to a stronger deal.

Technical service is more than fixing issues – it’s a critical touchpoint with clients.
During service, hidden needs can be uncovered and trust can be built.
This creates natural opportunities for upselling and stronger client loyalty.

In today’s business world, customers expect more than just a product – they want the confidence that it will perform reliably over time. This is where the synergy between sales teams and service engineers becomes a powerful added value.

Customers prefer working with salespeople who truly understand the product.
Technical expertise gives clients confidence that the solution meets their real needs.
This combination builds trust, shortens the sales cycle, and strengthens loyalty.

In the world of sales, “putting the customer at the center” is a common slogan. Yet in practice, it is not always clear how to apply it effectively. For this principle to be more than a cliché, it requires a deep understanding of the customer – their needs, their challenges, and the value they are truly seeking.