Category: insights

A dilemma that many salespeople know all too well. One participant told me quite openly in one of my trainings: “Franky, sometimes I don’t know what’s right anymore. I want to give honest advice, but at the end of the...

The news has made the industry sit up and take notice. Porsche, a symbol of innovation, is changing its direction. Models that were originally intended to be purely electric now come as combustion engines or plug-in hybrids. Development programs for...

Sales has always been changing. But what we are currently experiencing is not evolution. It is a tectonic shift. Digital tools, networked data and learning systems are turning sales upside down. Artificial intelligence in particular is at the center of...

What Mercedes-AMG has opened with the new Brand Center in Hamburg is more than architecture. It’s a statement. Concrete walls, LED lines like race tracks, a glass reception with an integrated lifting platform, and vehicles staged like sculptures. Not a...

When I lead trainings in the catering industry, I often ask: “What makes a really good service for you?” The answers come immediately: Attention. Cordiality. Timing. A good sense for the moment and for the person. The amazing thing is...

A seemingly harmless question that I often ask at the beginning of a seminar. To loosen up. To smile. To think about. And then? Then it starts: K2, Kilimanjaro, Mont Blanc, Annapurna…. Sometimes even the Dufourspitze. Heights are mentioned, peaks...

Shorter than others, a little overweight, with Italian roots. Both parents immigrated to Switzerland from Italy in the early 1960s. I grew up in the 1970s in an environment in which it was rarely a matter of course for children...

A sentence that every salesperson has certainly heard before. Sympathetic, respectful and seemingly quite normal. But if you listen more closely, you will notice that this is not just a statement. It is an objection and often a polite form...

In 2013, Nokia was sold to Microsoft. At the press conference, CEO Stephen Elop said a phrase that will be remembered: “We didn’t do anything wrong, and yet we lost.” A sober sentence that sums up the dramatic case of...

For many sales organizations, the vehicle handover is an administrative conclusion: Mounting signs, signing papers, handing over keys. Ready. But for the customer, it is much more than that. It is a highly emotional moment. A symbol of mobility, freedom,...