It is ALL about RELATIONSHIPS

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In Asia (and anywhere else in the world), it is ALL about RELATIONSHIPS.
The whole Chinese world revolves around “Guanxi”, personal connection. And yet, incredible (and frustrating!) how few sales people understand this!

A lot of my clients are bombarded by sales pitches online and offline. On Linkedin, there are so many people spamming their products and services around.

But the fundamental issue is that they go for volume. Not quality.
They go mass. Not depth.

Instead of trying to find some sort of personal connection. Something in common with the person to start the conversation.
They go directly for the “KILL”:
“This is my product … bla bla bla… would you want to meet?”

And then send it to hundreds of people

Damn! That approach is soooooooooo dead.

You are better off trying to approach 10 people. But really put thought into it.

Make sure you can really add value. And write a personal approach.

And then look long term. Build a relationship!
Sales will come!

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LEX GREENSILL​

Chief Executive Officer, Greensill​

Lex is the co-founder and CEO of Greensill, and a Senior Advisor and Crown Representative to Her Majesty’s Government on Supply Chain Finance. He was awarded the CBE for Services to the British Economy in Queen Elizabeth II’s 2017 Birthday Honours.

Lex previously established the global SCF business at Morgan Stanley, and led the EMEA SCF business at Citi.

Lex holds an MBA from Manchester Business School, and is a Solicitor of the Supreme Courts of England and Wales, and Queensland.