Expert articles
In our expert articles, we share practical insights, real-world experiences and reflections on sales, leadership, service quality and personal development. For those who don’t leave impact to chance – but want to understand how strong relationships, meaningful conversations and effective cultures are built.
Customer at the center or the...
A dilemma that many salespeople know all too well. One participant told me quite openly in one of...
Porsche is correcting course and is...
The news has made the industry sit up and take notice. Porsche, a symbol of innovation, is changing...
Selling with AI: Dreams of the...
Sales has always been changing. But what we are currently experiencing is not evolution. It is a tectonic...
The car dealership was yesterday. Now...
What Mercedes-AMG has opened with the new Brand Center in Hamburg is more than architecture. It's a statement....
What sales can learn from gastronomy
When I lead trainings in the catering industry, I often ask: "What makes a really good service for...
What was the highest mountain in...
A seemingly harmless question that I often ask at the beginning of a seminar. To loosen up. To...
I wasn’t exactly the prototype for...
Shorter than others, a little overweight, with Italian roots. Both parents immigrated to Switzerland from Italy in the...
I have to discuss this with...
A sentence that every salesperson has certainly heard before. Sympathetic, respectful and seemingly quite normal. But if you...
Nokia’s lesson: Change or disappear.
In 2013, Nokia was sold to Microsoft. At the press conference, CEO Stephen Elop said a phrase that...
Car delivery with a wow effect:...
For many sales organizations, the vehicle handover is an administrative conclusion: Mounting signs, signing papers, handing over keys....
TCO – the underestimated discipline of...
TCO - the underestimated discipline of many decision-makers Some believe that Total Cost of Ownership (TCO) is an...
The biggest leadership trap: control instead...
At the beginning of 2024, I accompanied a company in the retail sector that was struggling with high...
Porsche stutters. The industry too.
What we are currently experiencing is not a dent. It is a structural quake. A month ago, I...
Business actor – when I deliberately...
No, it wasn't a real argument. And also no real reason for termination. But it was a real...
Non-competition clause in sales
Non-competition clause in sales: protection against migration or sign of a lack of leadership culture? Anyone who works...
Power, status, envy, and the sales...
Power, status, envy, and the sales manager's ego. Or: When the employee pulls up in a new sports...
What remains when clarity is missing?
A leadership that is silent. What remains when clarity is missing? Last week, in a training session with...
“Would you recommend us?”
I remember a training session with an experienced sales consultant at a car dealership in Spiez. Technically, he...
Not every order is a good...
In late summer 2023, a retail company contacted me: a large budget, clear objectives, and a tight deadline....
Laughter does not diminish seriousness, but...
Many things are trained in sales: closing techniques, argumentation strategies, objection handling, price negotiations. But what's almost never...
Do you speak the language of...
Recently, I was meeting with the managing director of a fashion chain in French-speaking Switzerland. We were planning...
Service Excellence: The invisible but most...
In the restaurant and hotel industry, product quality alone no longer determines success. The real difference lies where...
A selection of open-ended questions for...
I see it time and again in our FinOptima sales training: Many sales consultants jump far too quickly...
Seven concrete approaches to delight and...
A common misconception in sales: The sale is the end point. In reality, this is where the real...
Executive coaching: between effectiveness, self-leadership and...
Those who hold leadership positions operate in a highly complex environment. Far-reaching decisions, strategic shifts, power struggles, time...
Efficient lead management in car dealerships
Many car dealerships invest considerable sums in advertising, events, and online presence, yet sales often fall short of...
Shortage of skilled workers, high staff...
The Swiss hospitality industry is under pressure and faces structural challenges that are not merely temporary but have...
Why I love what I do...
I don't have a typical job. I have a purpose. One that challenges, fulfills, and motivates me. One...
Regaining trust: Professional strategies for sustainable...
Trust is the foundation of every stable customer relationship and, at the same time, its most fragile component....
I was treated like a nuisance,...
Last week, I had a complaint as a private individual. A misunderstanding, a product defect. Nothing earth-shattering, but...
Why discounts won’t keep customers in...
One click. That's all it takes to compare price, performance, service, and availability. Transparency has become the norm....
When bonuses turn off your brain
Why well-intentioned sales bonuses often backfire and how companies could use them more intelligently. Sales bonuses are practically...
He was a rock. Then he...
Giancarlo was the epitome of dedication. Sales manager at one of my clients, a car dealership in Chiasso,...
“I’ll get in touch.”
How can I tell if a customer is genuinely interested or just using me as leverage for lowering...
Complaint management in sales: A brief...
Complaints are part of doing business, but how a company handles them is what separates mediocrity from excellence....
Why many car salespeople are second-generation...
You've probably noticed this before: You walk through Swiss car dealerships and quickly realize that many of the...
“Service Excellence” as a sales booster...
Many talk about the sale, but we talk about the moment before: the moment when it's decided whether...
Hospitality as a brand is your...
In the restaurant and hotel industry, facilities, concepts, and prices are often comparable and interchangeable. What truly distinguishes...
Guest needs in 2025: What has...
The Swiss hospitality industry is currently navigating a complex landscape: rising guest expectations, declining willingness to pay, staff...
Do attractive women have an advantage...
This question comes up more often than many would admit: in casual conversation or subtly in target group...
Virtual training with 23 sales professionals...
The client was thrilled:“We want practical sales training for our entire sales team, 23 people spread across Europe....
Satisfied guests return. Delighted guests bring...
This sounds like a cliché marketing slogan, but it's the core of every successful long-term restaurant and hotel...
