1.0Finoptimahttps://finoptima.ch/fr/admin@finoptima.chhttps://finoptima.ch/fr/author/adminfinoptima-ch/rich600338<blockquote class="wp-embedded-content" data-secret="T1gMYAmKga"><a href="https://finoptima.ch/fr/articles-dexperts/">Articles d’experts</a></blockquote><iframe sandbox="allow-scripts" security="restricted" src="https://finoptima.ch/fr/articles-dexperts/embed/#?secret=T1gMYAmKga" width="600" height="338" title="“Articles d’experts” — Finoptima" data-secret="T1gMYAmKga" frameborder="0" marginwidth="0" marginheight="0" scrolling="no" class="wp-embedded-content"></iframe><script> /*! 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Pour celles et ceux qui ne laissent pas l’impact au hasard – mais veulent comprendre comment se construisent des relations solides, des conversations porteuses de sens et des cultures efficaces. Customer at the center or the… A dilemma that many salespeople know all too well. One participant told me quite openly in one of… Lire la suite Porsche is correcting course and is… The news has made the industry sit up and take notice. Porsche, a symbol of innovation, is changing… Lire la suite Selling with AI: Dreams of the… Sales has always been changing. But what we are currently experiencing is not evolution. It is a tectonic… Lire la suite 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…. Lire la suite What sales can learn from gastronomy When I lead trainings in the catering industry, I often ask: « What makes a really good service for… Lire la suite What was the highest mountain in… A seemingly harmless question that I often ask at the beginning of a seminar. To loosen up. To… Lire la suite 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… Lire la suite I have to discuss this with… A sentence that every salesperson has certainly heard before. Sympathetic, respectful and seemingly quite normal. But if you… Lire la suite Nokia’s lesson: Change or disappear. In 2013, Nokia was sold to Microsoft. At the press conference, CEO Stephen Elop said a phrase that… Lire la suite Car delivery with a wow effect:… For many sales organizations, the vehicle handover is an administrative conclusion: Mounting signs, signing papers, handing over keys…. Lire la suite TCO – the underestimated discipline of… TCO – the underestimated discipline of many decision-makers Some believe that Total Cost of Ownership (TCO) is an… Lire la suite The biggest leadership trap: control instead… At the beginning of 2024, I accompanied a company in the retail sector that was struggling with high… Lire la suite Porsche stutters. The industry too. What we are currently experiencing is not a dent. It is a structural quake. A month ago, I… Lire la suite Business actor – when I deliberately… No, it wasn’t a real argument. And also no real reason for termination. But it was a real… Lire la suite Non-competition clause in sales Non-competition clause in sales: protection against migration or sign of a lack of leadership culture? Anyone who works… Lire la suite 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… Lire la suite What remains when clarity is missing? A leadership that is silent. What remains when clarity is missing? Last week, in a training session with… Lire la suite “Would you recommend us?” I remember a training session with an experienced sales consultant at a car dealership in Spiez. Technically, he… Lire la suite Not every order is a good… In late summer 2023, a retail company contacted me: a large budget, clear objectives, and a tight deadline…. Lire la suite 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… Lire la suite 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… Lire la suite Service Excellence: The invisible but most… In the restaurant and hotel industry, product quality alone no longer determines success. The real difference lies where… Lire la suite 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… Lire la suite Seven concrete approaches to delight and… A common misconception in sales: The sale is the end point. In reality, this is where the real… Lire la suite 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… Lire la suite Efficient lead management in car dealerships Many car dealerships invest considerable sums in advertising, events, and online presence, yet sales often fall short of… Lire la suite Shortage of skilled workers, high staff… The Swiss hospitality industry is under pressure and faces structural challenges that are not merely temporary but have… Lire la suite 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… Lire la suite Regaining trust: Professional strategies for sustainable… Trust is the foundation of every stable customer relationship and, at the same time, its most fragile component…. Lire la suite 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… Lire la suite 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…. Lire la suite 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… Lire la suite He was a rock. Then he… Giancarlo was the epitome of dedication. Sales manager at one of my clients, a car dealership in Chiasso,… Lire la suite “I’ll get in touch.” How can I tell if a customer is genuinely interested or just using me as leverage for lowering… Lire la suite Complaint management in sales: A brief… Complaints are part of doing business, but how a company handles them is what separates mediocrity from excellence…. Lire la suite Why manyhttps://finoptima.ch/wp-content/uploads/2025/11/136.jpg