Selling Big To China – Morry Morgan
This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies.
Morry Morgan is director at ClarkMorgan Corporate Training, who has been living in Greater China for 9 years. He is the author of "Selling Big To China: Negotiating Principles for the World’s Largest Market."
This is a valuable book with practical insights about different age groups in China, how they respond to sales tactics and how some age groups compare with their western counterparts. As Morry admitted that he likes to work on many projects simultaneously, chaos is how he likes to live, he told us how he went though writing this book which took about 2 decades in the making.
This book is divided into four main areas: ‘The Knowledge, The Sales Call, The Negotiation and The maintenance’. The book is the result of his 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the World’s Most Stressful Country. The book includes a series of anecdotes from his life experience and case studies developed by working closely with leading companies in China, some of then include Microsoft, Thomson and NBC.
Sales and negotiating is not easy, particularly when done in a country with hopelessly new values and rules of engagement. “The purpose of this book is to lay the rules out clearly and provide the reader with an easy to understand strategy to doing business in mainland China” said Morry Morgan.
The people contributed to this book are also important persons in his life. First one comes to his mother who introduced many debating tactics, in particular the stonewalling technique. His mother had been a great ‘opponent’ to him in debates in which she taught him the power of building goodwill instead of blindly beating one’s own drum.
The second person is his schoolmate Matthew, who loved to argue as much as he did and who taught him the value of evidence-based argument.
The last one is his business partner, Andy Clark and his team ClarkMorgan who continue to help him learn the intricacies of doing business in one of the world’s fastest-growing economies and in a variety of altering cultures and provide a sounding board for his ideas. They helped turn his theories into practice and thus made this book possible.
This book is a step-by-step approach for managers of a Chinese workforce, regardless of whether they themselves are foreigners or local. He told us how to manage the Chinese and understand them well. This book is not about factory-based workforce. Rather, it is about the more complicated and generation-splintered Chinese that work downtown have a big dream. Meanwhile, the different generations in the Chinese are also important factors that people should to know to manage a successful sales force in China, these four generations are the post-80’s children, children of the revolution, the old red guard and the true reds, especially the post-80’s function in the fast development in China.
Morry specifically introduced the post-80’s and their potential. While he pointed out that the post-80’s are the most modern of the four generations, they still have little sales experience. Therefore, how to train and polish these young salesmen is a big chapter in this book.
Talking about sales in China, he told us that the key to a successful sale is to truly understand what drives the other party to make decisions-their needs. He also added that most concepts in the book also work for the Western sales and negotiations. In this book, you’ll also find out the sales strategies he introduced: The B2B Sale and Salespeople Close Deals.
The success of this book is that Morry replaces a whole library of old-fashioned books on selling. Morry has captured the true essence of selling and serves it to the reader in an attractive presentation and ready to eat on a plate, said Dr. Michael Hewitt-Gleeson, author of Newsell and Wombat Selling.
As Chinese economy is booming, Selling Big To China: Negotiating Principles for the World’s Largest Market is indeed a recommended book for the salesmen in this competitive market.
Daniel Liu joined iTV-Asia in October 2010. He is originally from Xi’an, China and is “Content Coordinator” for China. Dan is focused on a variety of industries including automotive, fashion, healthcare, pharma, sports, technology and travel. Dan is involved in photography and video and learning about business in Shanghai and Greater China. He can be reached at daniel.liu@itv-asia.com.