International Sales Best Practice #17

Here is another great way to simplify your cross-cultural communication. The essence of today’s post is to take things one step at a time. Communicate things in clear steps, one after the other. This gives people from other cultures the time to absorb what you mean and to find the best way to “translate” this to their culture.

Give clear answers to questions before giving any additional information.

Sometimes we can say things out of sequence. This has probably happened to you before when talking to people around you.

The problem is usually an assumption got in the way. Well, avoiding assumptions and getting your communication in the right sequence is also critical in cross-cultural communication… although this usually happens on different levels. Cultural differences and wrong assumptions can get your communication out of the sequence you need for clear communication.

Cross-Cultural Communication Skills & Sales Best Practices

Here is something to remember, taken from Jeffrey Gitomer’s Little Red Book Of Sales Answers.

“How can I prevent objections from occurring? Cover them in your presentation.” – Jeffrey Gitomer

You need to give a little more thought into the order in which you present things in an international sales meeting. The best way to do this is usually to simplify your communication, go through things one step at a time and review the sequence in which you present things.

But even with thorough preparation, you will still need to pay attention to what happens during your communication. Say what you have to say in the right sequence to keep your communication clear and simple to understand.

When questions pop up, give them special attention. Answer the questions thoroughly before continuing, and ask yourself these questions at the same time:

• Why did this question come up here?
• Is this question a sign of a wrong assumption?
• If so, when was this assumption made and how has this impacted the understanding of everything else I have said?

Through experience you learn where people from different cultures find it difficult to understand what you have to say.

What Is Your Experience Of This In International Sales?

• When do you feel you lose control in an international sales meeting?
• Can you identify common areas where international clients need more clarification?
• How do you know if an international client finds it easy to understand what you say?

Check out the other International Sales Best Practices in this series.

What do you think? Please share your thoughts and comments below.

Photos from Shutterstock.

  Filed under: International Sales

Cindy King

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