Monthly Series – International Sales Best Practices
Today we are going to look at a simple way to get extreme clarity in your cross-cultural communication. For international business professionals this is so important that it becomes second nature.
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CCCC Tip #29 -
Look for reasons behind for questions especially if they are recurring questions. |
This month’s series takes last month’s tips to get extreme clarity in cross-cultural communication and brings them into an international sales perspective. Remember to download the free calender for an easy reference to all of the 30 Cross-Cultural Communication Challenge Tips on clarity. Get the complete International Sales Best Practices series here.
Yesterday we looked at why you need to look for similarities in questions and objections from your international clients. It can take time to notice these similarities. This is because different cultures operate differently. And when we do notice similarities we often also try to find the reasons behind these questions using our own cultural filters.
Today I would like to remind you that you need to dig deeper still. You need to have a complete understanding of the reasons behind the questions your international clients ask… especially when you hear the same questions repeatedly.
The reason behind these questions may be different to what you expect when dealing with people from different cultures. So, do not stop because you think you understand everything. You might make a wrong assumption and risk losing a sale. Continue to try to understand all aspects of your cross-cultural communication.
For a real international business advantage, you need to:
- Understand your international client at their own level, on their own terms
- Have an understanding that is deep enough to be meaningful and help your business endeavors
This means that you need to dig deep to understand the reasons behind any questions that pop up… and put your own cultural filters aside when looking for answers. The better your understanding, the better your cross-cultural communication and the better you will be able to sell to international clients.
Cross-Cultural Communication Skills & Sales Best Practices
Here is today’s quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers.
As you get to know your international clients on their own level, you will probably also need to adjust certain aspects of your business strategy to fit with this different culture.
From my own personal experience, I agree with Jeffrey’s quote. A system does not work well with international sales. Cultural differences mean that people have different sales strategies on both sides of the sales encounter, but the basics of business remain the same.
- One person wants to sell something.
- One person wants to buy, or does not want to buy, or is somewhere in between these two extremes
In cross-cultural selling, there can be many variables between these two players. When you have a good strategy and understand the business basics on both sides, it is easy to adapt your own sales tactics and strategy to meet different cultural needs and expectations.
When international sales professionals dig to find the reasons behind any questions, they also keep their sales tactics and strategy in mind, ready to adjust and adapt things when appropriate.
What Is Your Experience Of This In International Sales?
- How do you build your international sales strategy?
- What do you do when you notice recurring questions from international clients?
- Do you use an international sales system or an international sales strategy?
Please share your comments below. I’d love to hear your stories!
Want To Get The Cross-Cultural Communication Tips?
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All International Sales Best Practices
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She is who I turn to when I have questions and you should too"
-- Chris Garrett, co-author of the "Problogger" book
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