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							Selling
    Big
     to
          a book by Morry Morgan
Selling to Chinese is much like anywhere in the world
   NEEDS
The customer has
   NEEDS
The customer has
                   (multiple,
                   subjective &
                   often hidden)
 NEEDS
The customer has
                                     (multiple,
                                     subjective &
                                     often hidden)




FEATURES
             which are matched by your company’s
 NEEDS
The customer has
                                                  (multiple,
                                                  subjective &
                                                  often hidden)




FEATURES
                          which are matched by your company’s




(tangible, objective and can be proven)
BENEFIT
in order to reach a
BENEFIT
in order to reach a
But that’s not the end of it.
since 99.999% of companies have a little thing called
since 99.999% of companies have a little thing called

COMPETITION
since 99.999% of companies have a little thing called

COMPETITION
And that’s where
GOODWILL
And that’s where
GOODWILL
       and
  REPUTATION
TRUST
create
TRUST
No
AGGREEMENT
  No
AGGREEMENT
  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
‘relationship’ is what a sales person is after with their client.
he most important factor in
ationship’, 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




 Needs                    + Features = Benefit
 Goodwill + Reputation = Trust
So now that you are refreshed on the sales equation of




 Needs +   Features
 Goodwill + Reputation = Trust
                                           = Benefit
So now that you are refreshed on the sales equation of




 Needs + Features =   Benefit
 Goodwill + Reputation = Trust
So now that you are refreshed on the sales equation of




 Needs + Features = Benefit



 Goodwill                           + Reputation = Trust
So now that you are refreshed on the sales equation of




 Needs + Features = Benefit



 Goodwill +   Reputation                                 = Trust
So now that you are refreshed on the sales equation of




 Needs + Features = Benefit



 Goodwill + Reputation =   Trust
And you know that
BENEFIT
    And you know that
BENEFIT
    And you know that




TRUST
    and
BENEFIT
    And you know that




TRUST
    and




    leads to
BENEFIT
   And you know that




TRUST
   and




AGREEMENT
   leads to
BENEFIT
   And you know that




TRUST
   and




         *
AGREEMENT
   leads to
*
here’s the bad news:
NOT
It’s


       that easy.
After all, this is China.
After all, this is China.
After all, this is China.
Best to pick up your copy of
After all, this is China.
Best to pick up your copy of
Selling
    Big
     to
Selling
    Big
     to
          a book by me
Selling
    Big
     to
          Morry Morgan
Visit:
www.sellingbigtochina.com
Visit:
www.sellingbigtochina.com