Buyers are people

"Let the Business Commence!" That's the headlines of Raimund Hosch's (CEO Messe Berlin) notes in the programme for ITB Asia. "I urge all exhibitors and buyers to engage fully with each other to make ITB Asia 2009 another huge success."

I'll tell you a secret if you don't already know it.

All prospects and customers look different. They come in various sizes, ages and shapes. Each has his/her own distinctive personality. But they are all people - and people are all pretty much alike.

Here's one main point to remember: Everybody's interested in himself. His benefit. His satisfaction. His profit.

We sales pros don't sell products - we sell the results.

From left: Yam Seng, Peter, Ernie, David, Rae

From right: Francis, Shirley, Wayne, Ivy