Partnership built on understanding: the power of empathy in the work of Oleksandr Machula
In modern business, where numbers often overshadow the human factor, the story of Oleksandr Machula, recognized as the best employee in building trusting relationships with the first business partner, based on the results of the third quarter, reminds us of the importance of trust and true partnership. His success is not only about indicators, but also about how to build strong, long-term relationships with clients. When Oleksandr was informed that he was on the “Walk of Fame”, this recognition was a pleasant surprise for him. He recalls: “It was unexpected, but pleasant. My efforts, my goals that were set, are gradually being achieved.”
Oleksandr claims: the key in sales is not the product, but the relationship. The ability to feel a person, their needs and goals is what distinguishes a good manager from others. Oleksandr has clearly formulated a principle for himself: a client does not like being sold to, but appreciates being helped. Therefore, instead of the classic approach of “closing the plan at any cost,” he chooses another one — trust and benefit.
Oleksandr offers only what affects the growth of his partner’s business. If he sees that an idea is not timely or will not yield results, he does not promote it. Long-term relationships are important to him. It is better to postpone an offer than to lose trust. “I did not come to impose anything. I help. What I offer should help develop their business.”
One of Oleksandr’s partners was a client who started his business in an ordinary garage. He was looking for an idea that would allow him to earn more. Oleksandr helped him look at business more broadly: to find his uniqueness in the market. Today, this client is the only one in Kharkiv who is engaged in the production of vibration stands. This case is about the fact that true cooperation can change not only the indicators, but also the fate of the business.
No path is without challenges. In case of failure, Oleksandr does not give up, but looks for a new approach. He emphasizes the importance of understanding the client's psychology: "Here you need to feel the client, know his psychotype. A lot depends on the mood, on the time when you come to him." Sometimes the right decision is to simply step back and return to the proposal in a month, or combine it with solving the client's current problem, thereby strengthening trust.
In his spare time, Oleksandr immerses himself in the field of psychology and coaching. He reads a lot - from professional literature to motivational books - and does not just accumulate knowledge, but also practices it in real life. He likes to understand what guides people, how they make decisions, what affects them. This hobby directly affects his work: he better understands personality types, clients' motivations and their reactions.
Oleksandr Machula's story is a reminder that sales success is not built on aggressive tactics, but on sincerity, trust, and a genuine desire to help the client achieve their goals. It is this approach that not only makes an employee successful, but also creates a strong foundation for the business as a whole.