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Victoria Button

TAKE A TOP TIP from some of Hong Kong's most distinguished salespeople, who were asked to share the secrets of their success.

'T-O-P S-A-L-E-S. Tolerance, open-mindedness, promise, sincerity, aggressiveness, listening, efficiency, success.'

Ken Wong Shu-Wai

Account manager, commercial market, Hutchison Global Communications

'If you use your heart, customers know that and you can get more referrals.'

Charles Chui Yuen-cheong

Mercedes Benz sales consultant, Zung Fu

'There is no trick to understanding customers' needs except putting oneself in their shoes.'

Chang Man-ling

Postal officer, Hongkong Post

'Don't show clients garbage ... if they want a sea view, don't show them a mountain view. It's wasting their time.'

Tiona Li Suk-ling

Senior manager, Ricacorp Properties, Happy Valley branch

'Build confidence in your customers by responding quickly, no matter whether their requests can be fulfilled or not.'

Rita Lau Mei-ching

Strategic account manager, UPS Parcel Delivery Service

'Challenges and competition come with the profession ... never say die.'

Ip Wing

Business executive, Janssen Pharmaceutica

'The most challenging thing ... is not converting new business, but  retaining existing [clients].'

Elaine Lam

Major account manager, UPS Parcel Delivery Service

'Have a thorough understanding of the features of products or services ... [and] a cheerful and considerate character.'

Lui Chi-keung

Postal officer, Hongkong Post

'Know the products, know the customer, and know how to illustrate the benefits.'

Teresa Ko Mei-sze

Major account manager, UPS Parcel Delivery Service

'Be honest at all times.'

Wong Kin-ping

Postal services representative, Hongkong Post

'Focus on the benefits our services can bring to customers.'

Cheuk Chi-Wai

Account executive, consumer sales, Hutchison Global Communications

'Do as much research as possible to identify the right customers who will most benefit from the product. Once the two elements are matched, it won't fail.'

Lucy Lui

Assistant sales manager, MTR Corporation

'A successful salesman does not only sell products, but also solves clients' problems.'

Spencer Ho

Account manager, Lamex Trading

'Whether  you are selling a Mercedes or a pen, the customer relationship and customer care is the main thing.'

John Leung Chun-man

Mercedes-Benz sales consultant, Zung Fu

'Try to understand the client and her lifestyle, and try to develop a long-term relationship by going beyond the call of duty.'

Lydia Chan

Senior consultant, Phillip Wain

'Think positive and you'll see opportunities in every sales pitch.'

Peggy Chan Wing-man

Senior account manager, strategic sales, New World Telecommunications

'Be creative and diligent.'

Timothy Tso

Account manager, business market, New World Telecommunications

'Listen to customers, understand their needs, put yourself into their shoes, and you'll know what they want.'

Felix Tsang

Account manager, corporate sales, New World Telecommunications



Winners share success secrets