Hi!

    My name is c.j., and here's the May 2007 issue of Psyche-Selling ^TM eNewsletter.

    Before we commence to our main article, pls. take a look at a very simple yet useful self-diagnosis of the current sales effectiveness.  It's called the Sales Effectiveness Questionnaire, and it's available for download here.  I'll explain it further in the "Practical Tips for Sales Coaches" Section of this eNewsletter. 

    At the meant time, please also log on to www.psycheselling.com/forum and check out more than 70 selling and sales management related articles.  Your views on selling and the sales profession are also welcome in this forum too!

    Last but not the least, please welcome my son, Laurenz, who came to this world on 1 May 2007 at 09:52 hrs.  You can see his photos at http://www.psycheselling.com/page6.html

    This issue's main article is on  "Getting to the Right Contact Person", and it focuses some of the most common challenges in leading and motivating sales teams in China, and what are some simple suggestions to alleviate them. 

    Here's an on-point summary:

• Many sales people find it hard to get hold of key decision makers.  Worse, many of them said or asked or did the wrong things when they do get an appointment;

• Sales people can also make use of mid-managers to provide information and guidance to make the sale;

• Buying decisions, even those made by top management, can be overturned eventually, due to unforeseen circumstances.

    To read the rest of this newsletter, pls. click here (http://www.psycheselling.com/page4.html).