Again and again new management approaches are propagated. Management is coached by change managers to such an extent that one could almost get the impression that change is the approach itself. I don’t want to deny the the justification of many good approaches. Nevertheless, it again and again reduces itself to a few, old well-known principles. And the focus is on people and their needs.
Sales, especially of capital investments in need of explanation, always involves interaction between people. And this is also the key to success. Of course, the product and the quality must be right. But how do you find out whether the many great advantages of the product or service are also needed by the customer and then rewarded financially? But wait, the chain of thought product - advantages - customer is sometimes fundamentally wrong. The approach must be its customer - need - product. Many companies, especially larger corporations, invest an immense amount of effort in "the product", but do not really care about the people who should buy the product.
Only those who are genuinely interested in people will know their needs and can check whether their offer is suitable. Honest interest is paired with respect. These two things are at the very beginning of every sale and without them no sustainable sale is possible. Sounds simple, is not a revolutionary new wisdom but do we really act accordingly? For everyone who still wants to know what IKIGAI means, I can recommend the book "Ikigai: The Japanese secret to a long and happy life" by Garcia and Miralles.