How To Acquire The Right Mindset For International Sales

Mind-Set In Cross-Cultural Communication

Revised on 21st July 2008

In my experience, your mind-set is more important in international sales negotiations than in domestic sales negotiations. In fact, as you gain more experience in international sales negotiations your own mind-set will change.

In your sales negotiations in your domestic markets, there are several other equally important key elements: the offer, your prospects needs, and your prospects objections.

These key elements are also important in cross-cultural sales negotiations. But before these key elements you need the right international mind-set.

Without it, others will simply not take you seriously. Even worse, they will adjust their own communication and put up communication screens.

If you do not fully open yourself to international negotiations, others sense this and you will lose your sales advantage.

The Right Mind-Set

You see, international sales need a different mind-set.

If you are just starting out in international sales, you will probably not understand what the right international mind-set is. An initial experience in international negotiations will take the blinkers off.

But it takes time and practice to fully develop your international mind-set. Even with lots of experience, you will probably only see the full dimension of the right mind-set after you witness a seasoned international salesperson in action firsthand.

What you can do: Notice good international negotiators.

In The Field Practice

We use different definitions and vocabulary to describe good cross-cultural communication. You cannot pick up the right mind-set through study.

Cross-cultural miscommunication happens almost continually. You will often not even be aware of any miscommunication in your own negotiations.

You learn this skill through practice.

What you can do: Get as much field practice as you can.

Self-Knowledge Is Key

Practice is not everything, you also need good self-knowledge.

The right mind-set opens your mind to other cultures. It is not an easy exercise. People easily feel threatened in unfamiliar territory. Cross-cultural communication opens the door to your own identity.

The right mind-set side steps your own natural prejudices that contaminate your international communication.

You can do something to adjust your own communication.

Good international sales negotiators know themselves well. They understand their own reactions and are able to momentarily put aside any reactions or prejudices that would block effective negotiations. As they put on their international mindset, they

• Become curious about other cultures
• Develop their ability to empathize with others to its maximum

You can only do this if you are confident in your own self-knowledge.

Good international negotiators are able to open their minds without prejudice to other cultures because they feel confident enough about their own self-knowledge.

What you can do: When something surprises you, question your own reactions and thoughts. Learn about yourself.

Personal Adjustment

Picking up the right mind-set for good international sales negotiations demands personal adjustment.

Good international sales skills go beyond your own desk. You need to practice. It is like riding a bike.

And just like bike riding, once you pick up the right mind-set, you will be able to use the same skills throughout all cultural communication.

You can read more about the right mindset on Get International Clients: -The Right Mindset For International Negotiations

Don’t miss these guides on Get International Clients:
- Web Tools For Cultural Communication
- Cross-Cultural Negotiation 101

Here are some more articles on Mindset In Cross-Cultural Communication:
- Cross Cultural Vision Is More Important Than Learning International Habits
- Communication Across Cultures Is Better With A Whole Brain Approach
- The Right Mindset For International Negotiations
- Boost Your Company Way Out Of Your Local Recession Field