Making a Sales Call
Jun 27th, 2007 by Yue
What a long day. After only a few hours of sleep from, my partner picked me up in the morning at 9 am and dropped me back at the hotel at 8 pm. I was so tired that I stumbled back to my room and crashed right away.
During the day we visited three customers. My sales presentation included a live demonstration, which was well received by the customers. Two of them were ready to purchase after the meeting.
Over the years, I’ve learned that doing sales calls in Asia with a reputable local partner is far more effective than doing it alone. Many Asian customers won’t work with a US vendor directly, due to lack of local support. This is particularly true for high-tech product.
So my approach is find a local partner, share leads with them and let them do the qualification and follow up with a sales visit where I do a presentation that includes a demo. The ability to do a demonstration on the spot is key so they can see the product working. They figure if the sales person can make it work, then they will have no problems. Without a demo, its very difficult to convince a potential customer to write a purchase order.