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Investing in China’s Energy Security Crisis, Part Two

Having been a previous director of Far East Energy, Tunaye Sai was able to develop his own connections in China. This led to his negotiating the Guizhou CBM concession in south central China – again another enormous block of 970 square kilometers – which was acquired by Canadian based AsiaCanada Energy. This became a wholly owned subsidiary of Pacific Asia China Energy, of which he serves as President and which began publicly trading on the Toronto Venture Exchange, this past January (TSX: PCE).

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Invest Time in a Night on the Town

A few years ago, I had the pleasure of spending some time in Charlotte, North Carolina training with the great Jeffrey Gitomer, author of The Little Red Book of Selling. As our time together came to a close, I had one last question for Jeffrey. I asked him, “If you were just starting out in the sales training business, knowing what you know now, what advice would you give yourself? After thinking a moment, Jeffrey answered confidently, “Spend your time getting in front of people who can say ‘yes’ to you.” Seems simple, but for some reason, many salespeople don’t understand this basic principle. Some salespeople will actually pass on a great networking function because they can’t afford to lose “time out of the field.” Well, friends, the profession of sales is nothing more than a people business. Getting known in your market is what success in sales is all about. Stop wasting so much time “in the field” and use that time to get in front of people. Invest time getting to know people, getting to be known by people, and building relationship with more people than your competition. The more people you know and who know you, the more sales you make. How much of your time, in any given week, are you investing in front of people? Fifty percent? Seventy-five percent? Have you ever really sat down and thought about it?

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