Stellar sales techniques

I am no sales person. To be honest, I did some minor sales-involved tasks during my (side) jobs and they all gave me anxiety. The fact that I do not have any talent for bluffing does not help either.

That does not mean I cannot recognize good from bad sales though. China, for all its lack of service does have a very well-developed sales culture. Up ’till a certain point.

Realtor employees try to hand you out flyers for any overpriced apartments they sell on any corner of the street. Enter a shopping mall and you are sure to be approached by a friendly lady who will fix your brows. Take the escalator at a subway station and there will be a (often not so) fit guy waiting to get you into the next gym as fast as possible.

Talking about this last one, a few weeks ago was actually the first time a friend and I took the guy up on his offer. Wanting to go to another gym which turned out to be closed, something that also happens often without any warning in China, we decided to see how free this free trial would be.

After a thorough workout (thanks friend!), we took a shower, picked up our stuff and handed in our locker keys. Not wanting to waste this grand opportunity, the girl behind the counter urged us to not leave yet. Being the nice people we are, we decided to wait it out and politely decline any sales pitch that would follow.

A sales guy came out, one of the not so fit ones, and he started directly throwing all kinds of things at us: “We have very new equipment. You should definitely get your membership here. Do you know our prices?” Decidedly, my friend and I pretended to be looking around and mentioned wanting to check out some other gym facilities and prices. “But do you know our prices?” The guy urged again. My friend and I shared a brief, suspicious glance and I said: “Yeah, we have looked on your website what it said.” Without any hesitation, the answer was, “No no, those prices are not correct. Do you know our real prices?”

I almost thought that the manager would come and throw him out immediately. I could imagine people in the Netherlands being like, “Why are spreading false information about your service? I do not do business with liars, get out of my face!” It is interesting how different people handle these things. I think in general Chinese sales people just tend to throw out everything and then see if something sticks. And apparently, this guy thought pricing would be the real money deal.

Welp, it was not. After hearing it was 7.000 RMB that did not raise our interest. It is tough being in sales.

This is sick!

Actually, in Dutch we can also use the word ‘sick’ as a positive adverb. Once you are sick, it feels quite illogical to use it in that sense.

For me, being sick abroad is almost my second nature. I must have seen almost as many doctors and hospitals in my country as I have abroad. I must emphasize that in the Netherlands, going to the doctor or hospital is taken up as a more drastic measure. if you have a cold, the flu, or are just not feeling well, we might go to the GP but normally we just suck it up and huddle up in a blanket. As a consequence, most of our conversations about feeling sick are relatively low-profile. ‘I am not feeling very well.’ ‘Something’s been in the air lately so I think I caught that too.’ ‘My whole body feels listless, I need a good rest.’

In China, that is quite different. On the one hand, the chances of having food poisoning and/or diarrhea are much larger here. Therefore, you might just hear somebody say very casually: ‘That hotpot did not go well, I had diarrhea for 3 days.’ The dutch, not the most prudish but still, would feel a bit uncomfortable directly stating that in a casual conversation. The same goes for constipation.

Another difference, is the amount of medicine. I now happen to have a cough and a cold which has already kept me in the cough-sneeze-breathe state for almost a week. Almost all Chinese will ask me if I have taken any medicine, and if so Chinese or Western medicine. In the Netherlands, we almost tend to pride ourselves on our ‘toughness’ and ability to bear sicknesses without any medicines.

I do have a feeling in China apothecaries and/or doctors still receive commission over medicines. I recently was in the hospital for someone else who had a hole in his head and he received four different medicines for the next 4 or 5 days. It seemed like a bit of overkill. I had the same when I had ‘a simple’ pharyngitis and also received about 5 different medicines.

However, sticking to my Dutch roots and trying to survive on as less medicines as possible is also quite a challenge. But who does not like a challenge?

What words mean

The brain is a strange thing. Once you do not know something, you cannot imagine how it is when you understand or know it. Once you do know it, you automatically forget how it is when you did not understand or know it.

Last weekend, I had a niece visiting who was in China for the first time. It made me remember how everything was when I visited China for the first time, or even when I did not know the language as well as my face would assume. With all the characters and different pronunciation(s), you adapt to a wholly new way of conveying things and processing information.

Of course, a cultural component also plays an important role with the establishment of these differences. In many Asian cultures, it is less common to be very upfront about feelings, ideas or opinions. China also has this up until a certain degree. The Netherlands and other northern European countries are on the other side of the spectrum, voicing thoughts openly.

Since I grew up in the Netherlands with Dutch parents, I am quite direct, but not the most extreme. Even within the Netherlands, differences exist, mostly between the northern and southern parts. Then again, China is even larger so I cannot even pretend to be speaking for China in general. However, the Chinese expression, 口是心非, the mouth says yes but the heart says no, can be applied widely. But in more surprising ways than you might imagine.

Being positive but meaning negative

  1. ‘I will see.’ / ‘If I have the time I will come!’ There are the standard instances when you ask someone to do something, go somewhere with you, participate in something and the other’s response can vary. Furthermore, these kind of propositions and answers can be held in forehand, or a few hours before the event itself. See my Dutch post on time for more background.
  2. ‘Let us meet (soon)!’ Is this ever meant though? The digital equivalent in China is adding someone on WeChat and instantly forgetting about her/him. Like, only receiving the standard ‘I added you, we can now start chatting!’ and not even moving beyond that.
  3. ‘Please do everything in your own tempo.’ Whether it is study or sport or anything you are trying to master, your tempo had better match the class’s or teacher’s. For sports, feel free to reach as far as you think is anatomically possible. We will push, pull and lie on you to get you further. Read my Dutch article on sports in China for more enlightenment.

Being negative but meaning positive

  1. ‘You do not need to bring anything.’ Actually, I have never been in the situation where I really did not bring anything. The advantage is that you do not need to bring a highly personalized gift. Food or drinks are usually appreciated. Often accompanied by a ‘You should really not have done that.’ while handily storing it in the cupboard.
  2. ‘Your English seems to have become worse.’ A friend of mine was told this by a Chinese friend of hers. Mind you, jokingly. The Chinese are often full of these contradictions, seemingly to inform you: ‘I know you well and have high expectations of you / know you can do better, which I express in this way.’
  3. ‘It will not be long.’ If it is anything related to food and drinking, this is a blatant lie. If it has anything to do with a bank, hospital or police station, this is also a blatant lie. If it has to do with meeting again, this can be a blatant lie. Or they start stalking you.