International Sales Best Practice – Have The Answers

International Sales Best Practices

Today the topic is still the differences between failure and success and what this means to salespeople.

International Sales Success

All salespeople know they need to give their prospective customers the answers they need.  Jeffrey Gitomer’s reminds us to communicate these answers well.  And our cross-cultural communication tip from last month reinforces this for the international environments.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

What’s the difference between successful salespeople and salespeople that fail? Successful salespeople have the answers their prospects and customers need.

Last Month’s Cross-Cultural Communication Tip 24

Take the time to fully describe and explain what you want to say

In international sales is not always easy to communicate the answers your prospective clients need.  There are two main reasons for this:

• With the cultural differences, you might not fully understand your clients needs.  In fact, it is often useful to assume you do not understand your clients needs. This gives you the time to dig further and find your international client’s core needs.
• Cross-cultural communication barriers can pop up.  There are many reasons why cross-cultural barriers or hurdles or misunderstandings can occur.  One quick tip is to never make assumptions.  Use today’s cross-cultural tip of describing and explaining in detail, to help you through any barriers you may encounter.

This is why it is important to fully describe and explain what you want to say.  Seasoned international salespeople always spend more time describing and explaining things.  This does two things:

• It helps eliminate any miscommunication
• It also gives both parties time to pick up on any missing bits of information

There is always a balancing act of how much to go over your information.  You do not want to come across as condescending, but with practice, this can be done elegantly and in all circumstances.

So…

How good are your answers? – Jeffrey Gitomer

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2009 Cross-Cultural Communication Challenges

Tagged as: answers, best practice, ccc, Cross-Cultural Communication, cross-cultural sales, cross-cultural selling, global sales, international competence, international negotiation, International Sales, international sales best practices, international sales skills, international selling, international skills, jeffrey gitomer, march challenge