Countryclub talk

Lunch today was at a very nice country clubhse, in johor. It was also insightful conversation with a visitor from the u.s. who said this of technical sales :

1st e customer has to identify that there is a problem n receptive to change needed to fix it, and on e side of e provider, he/she gives e confidence of having capability n resource to implement or find a solution.

Very basic stuff, but it does make big sense.
And in asia, i bet a big dose of guanxi n good personal-relshp helps.