Short lessons from 10+ years in China
Agenda:Why China? Sales lessonsPurchasing lessons Managing people & the system Getting to where you want to goReading references
By Nicolas Bonsignore – China, Suzhou, 19 Nov 2009
Why China?
• Arrived in 1998• First job in listed British Real Estate Co. – From
Junior to Director in 4 years • Founded, built and sold Architecture and
Design firm• Founded DNL in 2004
Sales lessons
• Know your product• Know your customer• Set sales objectives • What’s the plan to reach the objectives• The sales funnel• Track your time and activity • Build your network• Focus on results – accomplishment not activity
Purchasing lessons
• When you buy you must first sell• Understand what you are buying• Never let anyone know exactly where you stand• Always have alternatives • Make concessions to move the process forward• Keep the big picture in mind • Never compromise on quality • There is never too much validation
Managing people & the system
• You can get anything in life you want as long as you help other people get what they want
• People are essential to any success • Be tough but fair• Never make someone lose face • It rarely is what it seems • Working from No towards Yes • First get to know people, then get what you want • Always think of what the other party gains from being
with you – nothing is for free
Getting where you want to go
• What do you want to do professionally & personally? • Realise that you can do anything you want• The only barriers you have are the ones in you mind• Have a life plan – write down your specific goals• Set up intermediary milestones• Reward your accomplishments • Don’t over analyse – make decisions and execute• The worst decision is no decision • Don’t be scared of failure – keep on going• Be patient • Have fun in the process
Reading references
• The 7 Habits of Highly Effective People by Stephen R. Covey
• How I Raised Myself from Failure to Success in Selling by Frank Bettger
• Mr. China: A Memoir by Tim Clissold• Competing in a Flat World by Victor K. Fung
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