What is the secret of a successful salesperson?

Trust. Customers must trust me and be able to rely on me. They must be sure that I am offering them the best solution for their problem. Not the one that is most profitable for me or TRUMPF, but the one that is best for them. I invest a lot of time and patience in order to establish this trust, as I won’t sell any machines without it. And in the end, we salespeople are only successful if our customers are successful, too.

Out of sight, out of mind – so that doesn’t work for machines that you’ve sold?

No, my customers depend on me to keep my word. I am personally responsible for making sure their factories keep running. I don’t want to betray the trust placed in me by any customer.

Sounds like you’re building relationships.

That’s exactly it. Small and medium-sized companies in particular rely heavily on our advice. We support them over many years and get to know each other well. It’s like a good marriage: the longer our shared journey and the more we overcome together, the more intense our relationship becomes.