Relationships are a valuable asset for sales

A SERENDIPITOUS TURN INTO SALES

What brought you to Sales in consumer finance?

In 2013, after years working in various industries – from telecommunications to confectionery and tobacco – I unexpectedly received an opportunity to try something completely new: consumer finance. It was a turning point I never imagined would tie me to the profession for more than 10 years.

“At first, I just thought of giving it a try, to see if I was a good fit. But the more I worked, the more I realized my strengths in building relationships, combined with cross-industry experience, gave me a solid foundation to grow quickly in this field.”

That turning point soon proved my choice right. In just 4 months, from 13 initial shops, I expanded to nearly 70 shops. The sales team also grew to more than 40 people. For many, those numbers might simply represent achievements, but for me, they symbolized something more: the trust that customers and partners placed in me and Home Credit.

THE CHALLENGE OF SELLING “THE INVISIBLE”

How did you adapt when moving from a completely different field into finance?

Honestly, I was a bit overwhelmed at first. Consumer finance was nothing like the industries I had worked in before. No longer a box of cookies or a mobile phone that customers could hold and try immediately – this was an “invisible” product. So, how could I make customers trust me and the solutions I offered? That was the challenge.

Fortunately, I had experience across multiple industries and a network of relationships to lean on. I leveraged those connections, persuaded and engaged old partners, and gradually expanded the market. But I also understood that relationships could only open the first door – it was my effort and dedication that kept customers and partners long-term. They saw I wasn’t just there to “make a sale and leave,” but truly to listen, support, and accompany them. From there, trust was built, and they were willing to embrace the financial solutions I brought.

“Sales in consumer finance isn’t just about closing deals. It’s about the journey of accompanying clients, building relationships, and nurturing trust that lasts.”

BUILDING TRUST THROUGH SINCERITY

During your career, is there a situation that stands out most in showing the bond you’ve built with clients?

Throughout more than 10 years in Sales, I have always considered every relationship – with customers, agents, and employees – my greatest asset. For me, success doesn’t end with a signed contract. Sustainability in business lies in how you care for, support, and walk alongside customers throughout their entire journey with your product or service.

I never overlooked the smallest details in customer care – a phone call to check in, a holiday greeting, or a short message sharing useful information. Simple actions like these often made the biggest difference, showing customers and partners my genuine concern, not just a transactional relationship.

Among many experiences, there’s one I will never forget: I once pursued a major agent for nearly 10 years to convince them to partner with Home Credit. At first, they only listened, never committing. Instead of pressuring or rushing them for the sake of quick sales, I chose persistence – visiting regularly, sharing market insights, offering small solutions, and always respecting their team. Quietly and patiently, I built trust through consistent action. And then one day, nearly 10 years later, I finally earned their trust and their decision to sign a partnership contract.

When that day came, the joy was overwhelming. It wasn’t just about a new deal – it was proof of an entire decade-long journey: countless visits, conversations, and unwavering patience. I felt rewarded not in revenue numbers, but in the trust my partner entrusted to me.

OVERCOMING CHALLENGES THROUGH SHARING AND COMPANIONSHIP

During your time with Home Credit, was there a particularly tough period for you and your team?

Yes. One of the toughest times was when the company shifted its business model and working culture. Old habits had to change, market approaches were different, and the new strategy left many employees confused, even doubtful about the transformation.

Instead of pushing the team to adapt immediately, I chose to accompany them through the process. I didn’t stop at simply delivering directives – I explained the vision clearly, shared openly the difficulties I myself faced, and, most importantly, encouraged and motivated my colleagues step by step.

I spent time listening to each person – from newcomers to veterans – making sure no one felt alone. That companionship and the gradual rebuilding of trust helped the whole team overcome the transition. Looking back, I realized not only the team had grown, but I myself had grown tremendously as a leader.

What did you learn from that experience?

Challenges will always pass. The most important thing is that after every trial, both the team and I become stronger. I learned that being a manager isn’t just about being a top salesperson – it’s about guiding, building trust, and inspiring your people.

THE VALUES LEFT BEHIND

After more than 10 years in Sales, what do you feel it has given you?

For me, this journey cannot be measured solely by revenue or contracts. It has been a journey of self-development – becoming more patient, more sincere, and more mature.

Every stage brought lessons. In the beginning, my advantages were energy and connections. But over time, I realized those were only the foundation. What truly kept me moving forward and committed long-term was trust. Trust from customers, agents, colleagues – and trust in myself.

I am proud that my profession has given me more than career opportunities. It has expanded my relationships, introduced new friends and partners, built my confidence to withstand challenges, and most importantly, taught me the true value of sincerity.

“Sometimes a contract is just an outcome, but what remains is the relationship. And it’s those relationships built on trust that make me feel I’ve grown every single day in this profession.”

If you could send a message to young people just starting in Sales, what would you say?

I would say: “Don’t be discouraged by rejection. Be persistent. Truly listen to what customers need, and always lead with sincerity. Success in this profession doesn’t come overnight – it is the result of trust built step by step, through every relationship and every shared journey.”

“Persistence is the key to success.”

“Chuyện người làm Sales” is a communications series by Home Credit, sharing real people, real stories – inspiring those who are in, or about to begin, the Sales journey. A profession that is never easy, but always worth it.