C.J. Ng 黄常捷
B2B Sales in China explained and wrong assumptions busted。
New business & team building:
Many companies over-rely on expensive trade shows.
Create trust and guanxi with customers and get their referrals.
Never rely on only one source of new business.
Lead authentic conversations to find customers’ needs.
Most managers agree coaching and feedback are important - but most don’t take the time to do it!
Don’t look at candidates' previous sales achievements. Ask them HOW they did it and see if their style matches your company’s.
False assumptions busted:
Most HQs think - we have a better product. It should sell better.
You need to pay kickbacks to get new business.
Chinese customers focus only on price.
Chinese employees need only promotions and more money.
Listen on (Try VPN for troubleshooting):