International Sales Best Practice – Reach The Decision Maker

International Sales Best Practices

Today’s international sales best practice is a practical one. It is also one many people do not get right. Assumptions are the culprit here.

International Sales Success

Every week several people approach me to say that they want to sell their product in different countries.

Very often they have obviously not read anything on my blog.

• They have simply identified their own problem usually as language or geography or international experience.
• They identify me as not having their problem and quickly shoot off an email.

My analysis 9 times out of 10 is that they do not have any sort of business model, just pipe dreams.

I think there is a fear of making contact with potential international buyers. It seems easier to tell everyone about pretty plans.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

6th Principle of Sales Greatness If you can’t get in front of the real decision maker, you suck.

Last Month’s Cross-Cultural Communication Tip 7

In multicultural marketing you may need to adapt different aspects of your business: Not just the marketing

Think Business

The main problem I see is that people do not think business.  They get hooked up on the foreign aspect and their own personal issues with this.

Hey, do those foreign people want to buy what you are selling? You need to find out.  And there is only one person who can give you this information… the decision maker himself.

Don’t forget the business aspect.  Get this straight and you will know how to reach the right decision maker for your international sales.

Be Aware Of The Whole Picture

When you do meet the right decision maker, they will be looking at you and your company.  Everything about the offer will interest them.

This is when most businesses realize that an international business involves more than cross-cultural marketing and an international salesperson to make the sale.

Unfortunately, there is no magic formula.  You need to be in contact with the right people in your international markets and listen to what they want.  You then need to be prepared to make any adjustments you may need… these may be in different aspects of your business.

But, first…

Why are you not setting appointments?…You couldn’t sell them on “yes” – they sold you on “no.”  – Jeffrey Gitomer

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