International Sales Best Practice #10

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.

Don’t assume the other person thinks like you and try to identify how you can make the communication easier for him.

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?

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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