Those looking to buy pottery in Taiwan regularly flock to Yingge, heart of the country's ceramics industry. But nobody ever contemplated heading to this small northern Taiwanese city to buy a car – that is, until Ruby Hung hit the scene.

Sitting in Toyota's Yingge branch, this pony-tailed 28-year-old, distinguished by the big eyes setting off her round face and her infectious laugh, describes herself in self-deprecating terms. Yet in truth she has done the impossible – putting Yingge on the car-buying map.

In this town of 85,000 people, Hung is responsible for about one in four of the 50 new cars sold every month. Even with new car sales in Taiwan plunging 30 percent this year, Hung has parlayed her reputation for service and referrals from satisfied customers into sales figures that dwarf all other competitors in the area.

Eleven-year industry veteran Li Yung-lung, a sales supervisor at Toyota's Yingge branch, says top salespeople usually share a number of qualities: enthusiasm, diligence, the gift of gab and unwavering persistence. These key characteristics are all ingrained in Hung's personality.

A Bumpy Beginning

Four years ago at the urging of friends, Hung entered the male-dominated world of car sales, only to quickly realize that her gender put her at a disadvantage. At the time, she wanted to begin her career in her hometown of Sinjhuang, which had the biggest Toyota sales outlet in all of Taiwan. But because of an unwritten rule against hiring attractive single women, the company refused to let her in the door.

The strong-willed Hung refused to accept defeat and called the company, demanding fair treatment. After her plea was rejected, she then applied to Toyota's Shulin branch and again was rejected.

Still undaunted, she tried other Toyota branches further south and was finally hired in Yingge. Through sheer persistence, Hung had finally won entry into the industry.

That dedication is evident in her work routine. Not yet 30 years old, Hung often works 12-hour days that end at 11 p.m. or midnight.

Unlike many of her peers, whose lives revolve around their PDAs and notebook computers, Hung relies on a traditional notebook made of paper, with densely packed entries in graceful handwriting detailing customers' birth dates, appointment histories, and license plate issuance dates, as well as the date they took possession of their new car. Different colors of ink represent different categories to prevent her from omitting even the slightest detail.

At the same time, Hung makes herself available around the clock, her cell phone never leaving her side. Whenever clients contact her, she responds immediately and even ends up chatting with them late into the night.

These personal bonds Hung has forged with her customers have contributed significantly to her status as the Yingge area's top car salesperson.

Another crucial quality that has set her apart is her ability to adapt to outside changes and rapidly acclimate to the new environment, which enables her to find new points of entry.

When Hung began working at the Yingge branch four years ago, for example, she did not speak a word of Taiwanese. The language is spoken by about 70 percent of Taiwan's people, and is often the language of choice among many outside Taipei.

"How can you do business without being able to speak Taiwanese?" her skeptical boss wondered.

Hung took the message to heart and pushed herself to learn the local language. Today, she speaks it fluently.

Open-minded Approach Racks Up Sales

The 28-year-old Hung has been forced to mature earlier than her peers, dealing with customers every day who are 10 to 20 years older than she is. In the more countrified areas of Taiwan such as Yingge, differences in status and wealth cannot easily be discerned from a person's appearance. By treating everybody equally regardless of appearance and openly welcoming all potential customers, Hung has created greater opportunities to make a sale.

Early this summer, a slightly hunchbacked middle-aged man wearing an undershirt and cheap blue-and-white sandals strolled into the Yingge store from the back door of the complex's maintenance shop. Most salesmen would have paid little attention to the unseemly visitor, but the sharp-eyed Hung welcomed him warmly with a big smile.

She soon discovered that he was the owner of a construction company who already owned a Mercedes-Benz and was looking to buy a second car to visit construction sites. By not judging the prospect by his appearance, Hung ended up with an order worth over NT$1 million, the first of her career.

Uncritical of customers and fully appreciating the sources of her success, Hung subscribes to the "80/20 rule" (which says that 80 percent of a business's revenues are generated by 20 percent of its customers). By cultivating key customers, Hung's prospect list is always expanding.

One of Hung's key clients is 49-year-old Kung Te-ming.

"Although she's young, she understands how to express gratitude. She never forgets to visit us at Chinese New Year and on other special occasions like our birthdays," says Kung, whose relationship with Hung is much like that between father and daughter. Over the past three years, he has introduced 20 customers to her.

Relying on customer referrals is the most time- and energy-saving sales technique, but actually having the guts to ask them to buy is also important. Every time Hung turns the keys of a car over to its new owner, she gives each of them a small thank-you card and bravely asks them to make an appointment for the next purchase. The persistent Hung believes that as long as you're willing to ask, you always have a chance.

As fall approaches, one salesman who has been selling cars for 17 years says with gloom written all over his face that he has never experienced such a rough economy. "I have to be prepared to lose my job at any time," he says, sipping coffee. Although many in the industry may be feeling a similar chill, Ruby Hung is still busy greeting customers, her face etched with the optimism of the rising sun.

Translated from the Chinese by Luke Sabatier

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Ruby Hung's Secrets to Success

1. Nothing is impossible.

Never feel something can't be done, and never quit without a fight.

2. Never overlook anybody.

In rural areas, the chances of making a sale often rise the poorer a prospect is dressed.

3. Create opportunities by asking.

Ask customers to make an appointment for the next order. If you're willing to ask, there's always a chance of success.

Chinese Version: 洪雅萍 賣車女王獨霸鶯歌