scte balkans news
Letter from the Balkans Broadband Journal caught up with our Ambassador-at-Large, Besim Latifi based in Kosovo to find out what’s happening in the Balkans.
is fully harmonised, the chances of a sale happening increase significantly.
When a sale is underway — or in some cases, not underway— there are plenty of areas one can examine but ultimately, it all comes down to communication. In the art of sales, our goal is to solve problems, counter objectives and satisfy demands that come up during the negotiation process. How does this happen? Obviously, we learn a lot about how to sell, and through experience we encounter both moments of success and situations where the sale doesn’t happen. In communication, everything revolves around the interaction between people: giving and receiving information, converting thoughts into words, sending these messages effectively. In technology, we learn that interoperability — the ability of different systems to work together — is crucial. This only happens when devices ‘speak’ a common language through software. Let’s imagine sales work the same way: only good communication can build strong relationships with customers. Good communication means understanding ourselves, fully committing our time and energy to understanding what the customer wants and needs. If this cycle
The difficulty of human interaction and building trust is deeply rooted in our nature. Humans are wired to be suspicious and cautious when making decisions. Each interaction gives us a feeling about whether we should move forward with a deeper commitment. In any sales process, two things require implicit trust: the product itself and the person representing it. If there is a discrepancy in either, obstacles to closing the deal will arise. Good sales happen when we not only sell the product but also create a feeling of being satisfied or even thrilled with the decision. One of the most complex challenges is understanding why a sale does not happen. Are we self-aware enough to analyse honestly why we lose business? This step is crucial in a competitive environment. The interaction between likeability, trust and positive feelings between buyer and seller forms the foundation of any deal. Without this foundation, progressing further becomes a real challenge. Trust
Besim Latifi, SCTE Ambassador- At-Large
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May 2025 Volume 47 No.2
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