Have you ever walked out of a conversation knowing you completely failed to get your point across?

Maybe it was a sales pitch. Maybe a job interview. You KNOW you could deliver results, but somehow the other person just didn't see it.

That's exactly what happened to Murat, now a top-performing Account Executive at Doctolib.

During his interview with his future manager, he was confronted with a true but harsh fact:

"Anyone can claim they have great sales skills."

And guess what... the manager was right.

But instead of accepting what felt like a lost opportunity, he decided to do something rather bold. Maybe even a little crazy. 😅

He started cold calling potential customers BEFORE he was offered the job!

After five calls, he had booked a meeting with an interested prospect. He picked up the phone again to call the hiring manager.

"Hey, I've got an interested potential customer for you. Would you like the lead?"

Needless to say, Murat got the job in the end.

Today, he's part of Doctolib's Top Performer Club, having achieved 100% of his cumulative annual target by September 2026, despite taking a month of holiday AND experiencing a month where his performance dropped almost to zero. 😵

Here is his mental approach:

Proof Over Promise.

Whether you're selling yourself in an interview or selling a product to a customer, the challenge is often the same:

You know what you're capable of. But the person opposite you doesn't.

Murat has a simple approach to changing that.

1. Address the elephant in the room.

Murat isn't afraid to call things out directly. In customer conversations, he sometimes even opens with: "I'm here to sell you something."

Why? Because pretending otherwise won't build trust. If he senses hesitation, he'll address it rather than ignoring it.

2. Understand what you actually need to prove.

We all know selling starts with understanding the person opposite you. And how do you do this? With the right questions!

• What does this person want to achieve?

• What are they worried about?

• What would make them confident enough to move forward?

Try this: "What would you need to see to feel confident that I can deliver what you're looking for?"

3. Deliver the proof.

Once you understand what's missing, go and get it!

For Murat, that meant booking a sales meeting before he had the job.

In another sales conversation, it meant connecting a hesitant prospect with an existing customer from the same segment, who could share their real experience with the product.

These are different settings, but humans stay the same. And both deals (from job to sales call) were closed.

In summary, this means for you:

Find out what proof your prospect needs, and deliver it.

🎤 Coming Up:

The Daily Life of an AE in 2027

AI, time management & closing: What works in the day-to-day life of an Account Executive?

Together with Harry and Svenja, two Account Executives at Doctolib, we're going behind the scenes of modern sales.

We'll talk about how AEs organise their days, where AI genuinely helps (and where it doesn't!), and what actually makes a difference when it comes to closing deals.

Join our live panel and get ready for the New Year 🎆

We'll see you there ✨

Your Sales in DACH TeamS