The Guanxi Laws of Selling
By Michael J Griffin
5-minute read
At ELAvate, we believe salespeople are leaders. Ethical salespeople lead customers to mutually beneficial decisions, based on trust, to how to move the sale forward. In Asia, no “guanxi,” no sale. Guanxi is the Mandarin word for “trusting relationship” as is “hubungan” for Indonesian/Malay.
We have adapted select Dr. John Maxwell’s Irrefutable Laws of Leadership to the Asian selling environment and supplemented these with laws from Todd Duncan’s book “High Trust Selling.” Todd and John, like ELAvate, believe the foundation of all successful sales people is servant leadership that develops trusting relationships. So listed below are the Maxwell and Duncan’s Laws that ELAvate believes are the 20 Laws of Guanxi Sales Leadership.
Review these laws and as you read them, rate yourself, then decide which FOUR Guanxi Laws of Selling you may want to concentrate on to be a more successful B2B in 2025. Each law has a title and a “by line or moto” to explain each law.
THE LAW OF THE LID
Your Sales Leadership Competence Determines Your Level of Sales Effectiveness.
Keep Learning, Sharpen your sales competence and expert knowledge.
THE LAW OF THE ICEBERG
The Truest Measure of Your Success Is Selling with Integrity.
Integrity based selling is the key to success.
THE LAW OF INFLUENCE
The True Measure of Guanxi Selling is
Positively Influencing the Customer – Nothing More, Nothing Less
THE LAW OF NAVIGATION
The Customer is always the Pilot of the Plane,
But It Takes a Sales Navigator to Chart the Course.
THE LAW OF SOLID GROUND
Trust Is the Foundation f Guanxi Selling. In Asia No Trust, No Sale.
Demonstrate to the customer you can be trusted as a businessperson, as an expert.
THE LAW OF THE DRESS REHEARSAL
Prepare & practice Your Playbook to ELAvate the Level of Your Performance
Salespeople are prepared to show the customer they care.
Salespeople practice, just like sports pro’s practice before the game.
THE LAW OF RESPECT
Customers Naturally Follow Salespeople who are Solution Experts. Make sure you are resourceful expert on your product and market to solve customer problems.
THE LAW OF MAGNETISM
Who You Are Is Who You Attract – Adapt Your Communication Style to Connect to Different Customers. People buy from salespeople they like.
THE LAW OF CONNECTION
Successful Salespeople Touch the Customer’s Heart by Empathizing before They Ask for a Hand (The Close)
THE LAW OF VICTORY
Salespeople Find a Way for Win3 Decisions: Win for Customer, Win for You, Win for your Organization
THE LAW OF PRIORITIES
Salespeople Understand That Activity is Not Necessarily Sales Target Accomplishment. Practice Improving your Productivity.
THE LAW OF THE SUMMIT
Your Direction Is a Result of Your Perception
Successful salespeople have a strong sense of vision and mission. You believe sales is a worthy career and you love to serve & sell!
THE LAW OF THE SHAREHOLDER
Successful Salespeople Buy Stock in Themselves
Believe in yourself, your vision of success, and don’t forget to invest in your own stock – Keep learning!
THE LAW OF THE HOURGLASS
You Must Make Your Moves Before Your Time Runs Out
Every salesperson only has 24 hours in a day. Be an effective self-leader and manage your calendar, plan your days. Leave time for reflection and rest. Leave time for your family.
THE LAW OF THE BROOM
To Build Your Business Up, You Must First Clean It Up
Besides time management, practice the Pareto Principle. Figure out what you need to “Give up to Go up.”
THE LAW OF THE BULL’S EYE
If You Don’t Aim for the Best Prospects, You’re Likely to Do Business with Any Prospect Prospecting is a productivity game, not a numbers game.
THE LAW OF SCALE
If You Want More Business, Have Fewer Clients
What a paradox! Cultivate the mindset and focus to have fewer but more productive clients! Learn to say no to those customers who sap your success!
THE LAW OF COURTSHIP
For a Relationship to Be Right on the Outside, It Must First Be Right on the Inside
Selling is like dating, courtship and then marriage. Be a trusting, serving partner that walks with the customer to make mutually beneficial decisions on developing a long-term relationship.
THE LAW OF INCUBATION
The Most Profitable Relationships Mature over Time
Over time, continue to exceed customer expectations at every phase of the sales and service journey.
THE LAW OF THE ENCORE
The Greater the Performance, the Louder the Applause
Repeat business comes from and excellent performance. Deliver what you promised, on time and consistently exceed customer expectations.
Well How did you rank yourself across each Guanxi Law? Where might you need to improve? Choose 4 Guanxi Laws you want to work on in 2025 and see your sales grow!
Michael J Griffin
CEO and Founder of ELAvate
Global & Cross Cultural Sales Consultant
Maxwell Leadership Founding Member
michael.griffin@elavateglobal.com
+65-91194008 (WhatsApp)