International Sales Best Practices
Today is the last day we look at how to get rid of wrong assumptions. We will look at acknowledging our fundamental differences with people from other cultures.
 |
CCCC Tip #10 -
Don’t assume the other person thinks like you and try to identify how you can make the communication easier for him. |
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.
It is often the simple steps that take the longest to complete. I think most people learn this one in different stages. It is often only when you get to know a culture well that you can fully see the scope of the cultural differences.
Cross-Cultural Communication Skills & Sales Best Practices
Here is a quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers that inspires me with today’s culture tip.
|
|
“At the core of your business success are your differentiating questions.” – Jeffrey Gitomer |
How do you carry out successful international sales negotiations? Well, one of the first steps in understanding your foreign client’s point of view. And this first step can be the hardest one to do. Very often, even with proper preparation, you will need to adjust your sales tactics during the international sales negotiation.
Why? Because you almost always need direct contact with your international clients before you can begin to understand them from a cultural point of view.
And this is where:
- You need to be aware of assumptions made by both parties
- Your questions become critical
- You need cultural skills to present yourself the “right” way
In summary, it is important to recognize our cultural differences so that we can become aware of any wrong assumptions.
And…
For successful international business we must be careful of how our assumptions influence the questions we ask. When wrong assumptions influence our questions, not only do we create a cross-cultural communication disconnect, but we also lose our sales credibility.
What Is Your Experience Of This In International Sales?
- Have you ever had a difficult international sales encounter?
- Do you always know the right questions to ask your international clients?
- How do your assumptions effect the questions you ask your international clients?
Please share your comments below. I’d love to hear your stories!
Want To Get The Cross-Cultural Communication Tips?
Two Cross-Cultural Communication Challenges are currently available:
Get all of the tips from these 30 & 31 day challenges, and learn more about the other planned later this year:
All International Sales Best Practices
You can find the complete list of International Sales Best Practices published to date here:
She is who I turn to when I have questions and you should too"
-- Chris Garrett, co-author of the "Problogger" book
