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Short lessons from 10+ years in China. Agenda: Why China? Sales lessons Purchasing lessons Managing people & the system Getting to where you want to go Reading references. By Nicolas Bonsignore – China, Suzhou, 19 Nov 2009. Why China?. Arrived in 1998

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short lessons from 10 years in china

Short lessons from 10+ years in China

Agenda:

Why China?

Sales lessons

Purchasing lessons

Managing people & the system

Getting to where you want to go

Reading references

By Nicolas Bonsignore – China, Suzhou, 19 Nov 2009

why china
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
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
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
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
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
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