Do you know why you do what you do? Does your customers know why?

1. Tetra Pak Technical Service
Why?
It’s all about you,
and yet,
not at all about you…
Peter Berthagen

2. Tetra Pak Technical Service
[wai]
It’s about purpose
It’s about cause
It’s about belief
Peter Berthagen

3. Tetra Pak Technical Service
(Source Golden Circle: Simon Sinek)
Peter Berthagen

4. Tetra Pak Technical Service
What – is about what you do
How – is about how you do it
Why – is about why you do what
you do
Do you know them all?
In what order do you act?
Which comes first?
Peter Berthagen

5. Tetra Pak Technical Service
Why do you do what you do?
What are your beliefs?
Do you know?
Peter Berthagen

6. Tetra Pak Technical Service
People don’t buy what you do.
People buy why you do it!
Why do you do what you do?
Peter Berthagen

7. Tetra Pak Technical Service
What do you do?
What you do is a proof of what
you believe.
Whether you know it or not,
you reveal your beliefs with
what you do.
Peter Berthagen

8. Tetra Pak Technical Service
Does your customer believe
what you believe?
If not, do you think they will
trust you?
Peter Berthagen

9. Tetra Pak Technical Service
Trust is built on common
beliefs.
Does your customer
understand what you believe?
Can you make them believe
what you believe?
Peter Berthagen

10. Tetra Pak Technical Service
Trust is a critical success factor
in customer relations.
No trust = no business.
Peter Berthagen

11. Tetra Pak Technical Service
But what you believe must be
of value for the customer.
Your job is to make your
customer see that!
…so that they also believe what
you believe.
Peter Berthagen

12. Tetra Pak Technical Service
Do you trust yourself?
If you do, what do you believe
you can do for your customer?
Peter Berthagen

13. Tetra Pak Technical Service
Do you believe you can make
your customer’s business
better?
Peter Berthagen

14. Tetra Pak Technical Service
Those opportunities you
believe in – are those you can
make your customer believe in.
If they have a value for the
customer…
…because it’s not about you;
it’s about your customer.
Peter Berthagen

15. Tetra Pak Technical Service
…and it’s about trust.
Peter Berthagen

16. Tetra Pak Technical Service
Your communication matters!
The things you say and do
say something about who you
are and what you believe.
You have to say and do the
things you actually believe in!
Be yourself, be authentic!
Peter Berthagen

17. Tetra Pak Technical Service
Understanding people is key…
how can you otherwise build
trust?
Human interaction is therefore
a must.
If I believe what you believe,
we will form a bond…
…and trust can emerge.
Peter Berthagen

18. Tetra Pak Technical Service
If I trust you I will do business
with you!
Therefore you need a why!
A why that is of value to me…
Peter Berthagen

19. Tetra Pak Technical Service
If you believe in it – I might
also believe in it…
If it is true, and if I trust you!
Peter Berthagen

20. Tetra Pak Technical Service
[wai]
You decide!
Peter Berthagen