Part 1 From Probing the Prospect to Closing
the Deal
Preparing for a negotiation
Identifying the right customer
Securing a sales meeting with the prospect
The 8 rules of a great first impression
Transitioning from the informal to formal talk in three
stages
Mastering the different negotiation phases to facilitate
closing the deal
Closing the deal
Follow-up
Abdel''s ultimate negotiation tactics
Part 2 Building an Outstanding Sales Team
Hiring the right people
Retaining the right people
004
优势成交：
WE HAVE A DEAL 老外这样做销售（第二版）
Assessing sales representatives
Employee training
Duties of a sales manager
Sales department expenses
Part 3 Chinese Salespeople Through a
Foreigners Eyes
The 14 Challenges I encountered when dealing with
Chinese
salespeople
You actually do not know about the rules how to treat
your foreign clients
Preface2
Selling is an emotional human experiment. It is, at its core, the act of
transferring a powerful conviction from one person to another. This happens through an
exchange that follows a process we will be discussing in details in this book in order to
help you have a pleasant experiment when selling your products, your services, or your
ideas. You will learn how to identify the hidden needs of the other party, how to address
their resistances and fears, how to influence their decisions, and how to build trust with them.
Since the publication of the first edition of this book one year ago, thousands
of people have had the opportunity to read it and apply its concepts in their daily
lives. When I wrote We Have a Deal, I had in mind a specific audience that I
wanted my messages to resonate with. That ideal audience was Chinese salespeople
and their managers, operating in China but having extensive dealings with foreign
counterparts. I was surprised later on to find out that a large audience that read
this book is made up of people from all walks of lives, with some who have never
been involved directly in sales nor have an immediate interest in doing so. When
exchanging with these audiences, I came to the realization that：
Whilea lot of my students at business schools enjoy diving into theories,
most professional people dont. They want practical tools and quick fixes they
can go ahead and implement in their business today. This book gives them that.
Today Chinese businesses move faster than ever and everyone is in a hurry.
Its OK to spend one month reading a novel, but its not OK to spend that much
time reading a practical sales book. Im not a big fan of taking one single
idea and massaging it across 50 pages. In almost every page of this book,
you will come across at least one new idea that is worth pondering over.
People in business have different questions and worries depending on
multiple variables. But one question remains the same across the board：
How can we grow our business and make it sustainable? This book will
help you in that aspect. If you were an uncoordinated street fighter type of
salesperson, here is your chance to become a fine martial art master.
Salespeople are relationship builders, no matter in which country''s
customer they operate. They need to establish trust with the other party
through words and through actions. In the first edition of this book, I have
not talked extensively about this part of the life of a salesperson. In this
edition, I do.
There is a specif ic area where salespeople still struggle with, no matter how
good they are. And that is the Objection handling part. Potential buyers
come up with all types of excuses and resistances to not buy from you. In
this edition, I have elaborated a bit more on this area and hope that will help
readers initiate a discussion internally regarding the best ways to handle
buyers resistances.
Going from those realizations, I agreed with the publisher of this book to
release a 2nd edition. I want to thank them for their continuous support. I also
want to thank everyone who helped promote and spread this book, from trade
associations in Shandong, to factories and trading companies in Jiangsu, Zhejiang,
Shanghai, and to book reading clubs all across China. I hesitate to mention names
of people who have contributed in making this book a great one, because I always
end up forgetting someone. But to those who have been there for me throughout the
process, I know who you are. To you I am grateful.
Before I let you dive into We Have a Deal, there is a beautiful image I
want every reader to keep in mind while reading this book. Every business is a
combination of three things： Marketing, Sales, and Customer Service. Marketing
people bring the horse to the water, Salespeople make the horse drink, Customer
Service people make the horse stay there and drink more. Marketing people
cant bring the horse to the water if they dont design an attractive message that
resonates with him. Salespeople cant make the horse drink if they dont properly
demonstrate the true value of their water. Customer Service people cant make the
horse stay and drink more if they dont make him enjoy that experience. The horse
is the customer, and the water is your product.
AbdelhakBenkerroum（阿道）
Eastheimer International 东方海默国际
Shanghai, China
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