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This is a brief look at the 'Target Acquisition Equation', which represents a large portion of the content of 'Selling Big to China'.
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SellingSellingSellingBig
SellingBigBigtoBigtototo
a book by Morry Morgan
Selling to Chinese is much like anywhere in the world
The customer has
The customer has (multiple,subjective &f hidd )often hidden)
The customer has (multiple,subjective &f hidd )often hidden)
which are matched by your company’swhich are matched by your company s
The customer has (multiple,subjective &f hidd )often hidden)
which are matched by your company’swhich are matched by your company s
(tangible objective and can be proven)(tangible, objective and can be proven)
in order to reach a
in order to reach a
But that’s not the end of it.
since 99.999% of companies have a little thing calledsince 99.999% of companies have a little thing called
since 99.999% of companies have a little thing called
COMPETITIONCOMPETITIONsince 99.999% of companies have a little thing called
COMPETITIONCOMPETITION
since 99.999% of companies have a little thing called
COMPETITIONCOMPETITIONsince 99.999% of companies have a little thing called
COMPETITIONCOMPETITION
And that’s whereAnd that s where
GOODWILLGOODWILL
And that’s whereAnd that s where
GOODWILLGOODWILLd
REPUTATIONREPUTATIONand
create
No
No
No
because
is the most important factor in building any kind of relationship, and after all, a ‘relationship’ is what a sales person is after with their client.
is the most important factor in building any kind of relationship, and after all, a most ‘relationship’ is what a sales person is after with their client.
he most important factor inmostationship’, is what a sales p
So now that you are refreshed on the sales equation of
So now that you are refreshed on the sales equation of
NeedsNeeds+ Features = Benefit
Goodwill + Reputation = Trust
So now that you are refreshed on the sales equation of
Needs + FeaturesFeatures= Benefit
Goodwill + Reputation = Trust
So now that you are refreshed on the sales equation of
Needs + Features = BenefitBenefitGoodwill + Reputation = Trust
So now that you are refreshed on the sales equation of
Needs + Features = Benefit
GoodwillGoodwill+ Reputation = Trust
So now that you are refreshed on the sales equation of
Needs + Features = Benefit
Goodwill + ReputationReputation= Trustpp
So now that you are refreshed on the sales equation of
Needs + Features = Benefit
Goodwill + Reputation = TrustTrust
And you know that
And you know that
And you know that
and
And you know that
and
leads to
And you know that
and
leads to
And you know that
and
leads to **
here’s the bad news:**
It’sIt s
that easy.
Aft ll thi i ChiAfter all, this is China.
Aft ll thi i ChiAfter all, this is China.
Aft ll thi i ChiBest to pick up your copy of After all, this is China.
Aft ll thi i ChiBest to pick up your copy of After all, this is China.
SellingSellingSellingBig
SellingBigBigtoBigtototo
SellingSellingSellingBig
SellingBigBigtoBigtototo
a book by me
SellingSellingSellingBig
SellingBigBigtoBigtototo
Morry Morgan
Vi itwww.sellingbigtochina.comVisit:
Vi itwww.sellingbigtochina.comVisit: