This is a brief look at the 'Target Acquisition Equation', which represents a large portion of the content of 'Selling Big to China'.

1. Selling
Big
to
a book by Morry Morgan

2. Selling to Chinese is much like anywhere in the world

3. The customer has

4. The customer has
(multiple,
subjective &
often hidd )
f hidden)

5. The customer has
(multiple,
subjective &
often hidd )
f hidden)
which are matched by your company s
which are matched by your company’s

6. The customer has
(multiple,
subjective &
often hidd )
f hidden)
which are matched by your company s
which are matched by your company’s
(tangible,
(tangible objective and can be proven)

7. in order to reach a

8. in order to reach a

9. But that’s not the end of it.

10. since 99.999% of companies have a little thing called
since 99.999% of companies have a little thing called

11. since 99.999% of companies have a little thing called
since 99.999% of companies have a little thing called
COMPETITION

12. since 99.999% of companies have a little thing called
since 99.999% of companies have a little thing called
COMPETITION

13. And that s where
And that’s where
GOODWILL

14. And that s where
And that’s where
GOODWILL
and
d
REPUTATION

15. create

16. No

17. No

18. No
because

19. 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.

20. is the most important factor in building any kind of relationship, and after all, a
most
‘relationship’ is what a sales person is after with their client.

21. most
he most important factor in
ationship’, is what a sales p

22. So now that you are refreshed on the sales equation of

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

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

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

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

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

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

29. And you know that

30. And you know that

31. And you know that
and

32. And you know that
and
leads to

33. And you know that
and
leads to

34. And you know that
and
leads to
*

35. *
here’s the bad news:

36. It s
It’s
that easy.

37. After all, this is China.
Aft ll thi i Chi

38. After all, this is China.
Aft ll thi i Chi

39. After all, this is China.
Aft ll thi i Chi
Best to pick up your copy of

40. After all, this is China.
Aft ll thi i Chi
Best to pick up your copy of

41. Selling
Big
to

42. Selling
Big
to
a book by me

43. Selling
Big
to
Morry Morgan

44. Visit:
Vi it
www.sellingbigtochina.com

45. Visit:
Vi it
www.sellingbigtochina.com