Sales Thinking Everyone Needs

We’re revisiting a popular article — Sales Thinking Everyone Needs — with fresh insights for anyone in sales, marketing, or client relations.

About Hu Chao — "The Player"

Hu Chao is a top-tier sales coach with:

• 10+ years in sales management
• Founder of Player Education
• Contracted by Fortune 500 companies
• Over 5 million online followers
• Author of Everyone Is a Sales Master

He describes sales as a series of scripts that cover:

• Connecting with clients
• Identifying needs
• Introducing products
• Handling objections
• Closing and confidently requesting payment

Mastering these scripts can help handle 80%+ of negotiation situations.

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1. Classic Opening Lines — Initiating Interest

Why the Opening Matters

The hardest step is often starting the conversation.

Clients tune out quickly if there’s no spark.

Goal: The opening line should capture attention and create curiosity.

"Show Value" Strategy

The most effective openings demonstrate product or company value.

Example for a home renovation company:

• Confirm identity
• > “Hello, Mr. Wang, are you the owner of a unit in Century Garden?”
• Establish credibility
• > “I’m with the largest renovation company locally—one-third of homes in your community were renovated by us.”
• Use relatable success
• > “Your neighbor, Mr. Li, saved significant costs using our service and had excellent results.”
• Call to action
• > “I have designs and renderings that could be a great reference. Could we connect via WeChat?”

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2. Follow-Up — Discovering Needs

Rule of thumb:

• A voice call is more effective than a week of texts
• A face-to-face meeting is more effective than a week of calls

Ask About Motivation

Questions like:

> “Why did you choose our company?”

Outcome:

• Confirms client awareness of you
• Reveals specific needs or dissatisfaction

Definition of Need:

A dissatisfaction with the current situation leading to a desire for change.

Avoid Triggering Resistance

Instead of:

> "Why don’t you want to buy this?"

Ask:

> "Why did you choose us initially?"

This shifts focus to positive attributes.

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The BANT Framework: Background Questions

Ask about:

• Budget: “What’s your budget range?”
• Authority: “Are you the decision-maker?”
• Needs: Refine based on dissatisfaction
• Competitors: “What other options are you considering?”

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3. Selling the Scenario — Not Just the Product

Tip: Connect your product to meaningful situations in the customer’s life.

Example: Expensive mineral water

> “Imagine offering it to an important client — it shows refined taste.”

Such scenario selling increases perceived value.

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4. Handling Objections

Step 1: Understand the Subtext

If a client asks:

> “Have you worked with Company X before?”

They may be assessing your credibility, not your portfolio.

Step 2: Address Indecision ("I’ll think about it")

• Identify hesitation causes (price, timing, trust).
• Provide reassurance and clear next steps.
• Set a decision timeline for urgency.

Step 3: Price Concerns

Use price anchoring or alternative framing:

• Anchoring: Introduce a higher-priced option to make yours look reasonable.
• Subtraction:
• > "Others sell bare-shell homes. We include upgrades worth 200,000 yuan — net cost is lower."
• Division:
• > "365 yuan a year is just 1 yuan per day."

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5. Talking Money — Closing the Deal

Principle 1: Actively Lead to Payment

Customers rarely initiate payment themselves.

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Rule:

• Aim to close on the first attempt
• Maximum three pursuit attempts

Principle 2: Focus on Customer Benefit

Ask:

> “Does this truly create value for them?”

Build long-term trust over short-term wins.

Principle 3: Logic First, Emotion Second

Example — selling lipstick:

• Logic: Highlight specs and practicality.
• Emotion: Show how it enhances confidence and attractiveness.

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Final Thoughts

Developing a sales mindset means:

• Having a rehearsed, adaptable script
• Practicing until skills are second nature
• Sincerity is the ultimate principle

> "No deal is a must-have; everything needs a bottom line and principles." — Hu Chao

Bottom line: Treat the client’s best interest as your guiding principle.

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Integrating trusted communication with scalable digital tools can amplify both your influence and conversion rates.

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Would you like me to also turn this into a one-page visual sales process cheat sheet for quick reference? That would make it even easier to follow in real sales calls.