Cindy King's International Business Blog » best practices

International Sales Best Practice – Choose To Connect

Cindy King — Wed, 29 Jul 2009 23:00:34 +0000

Monthly Series – International Sales Best Practices

This is the last post in this month’s series on clarity in cross-cultural communication and how this impacts international sales best practices. Today we look at the essence of cross-cultural communication as we end with one of the most important tips to get extreme clarity in your communication.

This tip alone will help you improve your cross-cultural communication skills and international sales.

CCCC Tip #30 -

Try to see your communication from the other person’s viewpoint.

The ability to see your communication from the other person’s viewpoint is a big part of what cultural and international skills is about. And it is often one of the hardest things for people to accomplish. We may think we understand the other person’s:

Point of view
Way of thinking
Motivations
Likes and dislikes

When we know how others perceive what we say, it is easier to adjust our communication and re-evaluate what we say until we get the message right. This ability can help us get more international sales. But the reality is that we will probably never have the exact understanding as the person from another culture.

This is why we must always make an effort to see things with the perspective of our international client. And to get as close of an understanding as possible.

Cross-Cultural Communication Skills & Sales Best Practices

Here is the last quote we will look at from Jeffrey Gitomer’s Little Red Book Of Sales Answers… and it is a big one.

“You have a choice!” – Jeffrey Gitomer

I find this quote very appropriate as the last one in this series. To become good at selling to international clients you have a few personal choices to make. You need to choose to:

Put your own cultural filters and prejudices aside, at least long enough to do business, and keep them to the side
Adopt curiosity and empathy as a way of life
Open your mindset
Put in the personal effort it takes to meet different cultures somewhere along the path that separates you

Your international sales success depends on the personal choices you make in how you connect with your international clients

What Is Your Experience Of This In International Sales?

How flexible are you at changing your viewpoint to see how your international clients see things?
What personal changes have you noticed in yourself when selling to international clients?
What do you do when you choose to connect with 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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices

International Sales Best Practice – Build A Good Strategy

Cindy King — Tue, 28 Jul 2009 23:00:48 +0000

Monthly Series – International Sales Best Practices

Today we are going to look at a simple way to get extreme clarity in your cross-cultural communication. For international business professionals this is so important that it becomes second nature.

CCCC Tip #29 -

Look for reasons behind for questions especially if they are recurring questions.

Yesterday we looked at why you need to look for similarities in questions and objections from your international clients. It can take time to notice these similarities. This is because different cultures operate differently. And when we do notice similarities we often also try to find the reasons behind these questions using our own cultural filters.

Today I would like to remind you that you need to dig deeper still. You need to have a complete understanding of the reasons behind the questions your international clients ask… especially when you hear the same questions repeatedly.

The reason behind these questions may be different to what you expect when dealing with people from different cultures. So, do not stop because you think you understand everything. You might make a wrong assumption and risk losing a sale. Continue to try to understand all aspects of your cross-cultural communication.

For a real international business advantage, you need to:

Understand your international client at their own level, on their own terms
Have an understanding that is deep enough to be meaningful and help your business endeavors

This means that you need to dig deep to understand the reasons behind any questions that pop up… and put your own cultural filters aside when looking for answers. The better your understanding, the better your cross-cultural communication and the better you will be able to sell to international clients.

Cross-Cultural Communication Skills & Sales Best Practices

Here is today’s quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers.

“What is the best way to approach a sale? Develop a strategy, develop an approach, and develop the ability to engage the other person in a way that grabs his interest — so you don’t have to worry about a system. Build a structure — not a system. Build a strategy — not a system.” – Jeffrey Gitomer

As you get to know your international clients on their own level, you will probably also need to adjust certain aspects of your business strategy to fit with this different culture.

From my own personal experience, I agree with Jeffrey’s quote. A system does not work well with international sales. Cultural differences mean that people have different sales strategies on both sides of the sales encounter, but the basics of business remain the same.

One person wants to sell something.
One person wants to buy, or does not want to buy, or is somewhere in between these two extremes

In cross-cultural selling, there can be many variables between these two players. When you have a good strategy and understand the business basics on both sides, it is easy to adapt your own sales tactics and strategy to meet different cultural needs and expectations.

When international sales professionals dig to find the reasons behind any questions, they also keep their sales tactics and strategy in mind, ready to adjust and adapt things when appropriate.

What Is Your Experience Of This In International Sales?

How do you build your international sales strategy?
What do you do when you notice recurring questions from international clients?
Do you use an international sales system or an international sales strategy?

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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices

International Sales Best Practice – Earn Loyalty

Cindy King — Mon, 27 Jul 2009 23:00:41 +0000

Monthly Series – International Sales Best Practices

How do you build strong international skills? By listening to your cross-cultural communication and maintaining a global vision of what is happening within this environment. This takes a concentrated effort to remain focused and is the first step in developing strong international skills. You will need a bit more. You also need to improve your understanding of different cultures.

CCCC Tip #28 -

Notice similarities where glitches happen in your communication.

Yes, coincidences do happen. But when you hear similar questions or objections from your international clients, it is a good idea to stop and listen. There are often deeper reasons behind these repeated questions. In fact, it is always good to notice any similarities in what is said. A quick look at these similarities from different perspectives can help you identify:

Issues to improve
Misunderstandings to avoid
Business opportunities & risks

You can learn many more different things by noticing similarities and digging up the reasons behind them.

Cross-Cultural Communication Skills & Sales Best Practices

Let us look at today’s quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers.

“Their perception is your reality. Great service can be provided, but loyalty has to be earned.” – Jeffrey Gitomer

Understanding your international clients is a good thing. But there is another good reason to dig deeper and understand the reasons behind any similarities. When you do this over time you will progressively learn how to improve your international sales strategies.

And as you improve your international skills and continue to dig deeper to really understand your clients, something else happens. These skills also come into play in creating loyalty. Of course, there are other elements to creating loyalty.

When looking at the bigger picture, creating loyal international clients is a discovery process.

When you make the effort to learn more about your international markets, you will see your international markets in 3-dimensions. They become real. So does your international business. And you begin the process of earning loyalty.

What Is Your Experience Of This In International Sales?

Where do you start to earn loyalty from your international clients?
What do you do to create long lasting international client relationships?
How do you learn to create strong relationships with 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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices

International Sales Best Practice – Listen To Improve

Cindy King — Sun, 26 Jul 2009 23:00:34 +0000

Monthly Series – International Sales Best Practices

During a cross-cultural conversation seasoned international business professionals make sure that what they say is in alignment with the communication as a whole. If you are not in international business, this may seem unnecessary. A conversation is a conversation. You may think you are always in control of the meaning you are conveying.

In cross-cultural conversations, this is not always the case. Problems do come up often enough due to a lack of attention to the conversation as a whole. The two parties may think they are speaking to each other, when in reality one or both parties are off target. If you are not paying attention, this situation can go on long enough to create a disconnect or confusion.

CCCC Tip #27 -

Make sure that all of the elements of your communication say the same thing.

First start by looking closely at what you communicate. Sometimes we think we are being clear, when in fact someone else can pick up a second meaning or become confused. They can come away with a different understanding to what you think you conveyed.

This can always happen. With cultural differences the risk of missed communication is always present.

There is one way to pick up cultural miscommunication quickly and to set things straight. And this is to constantly pay attention to the conversation as a whole.

Cross-Cultural Communication Skills & Sales Best Practices

Today’s quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers goes along these lines too.

“You already know how to make every sales, you’re just not using your own sales power.” – Jeffrey Gitomer

Listening to your communication is not difficult. Maintaining attention throughout your entire conversation or sales negotiation can be difficult. It require effort and focus.

In addition, it is not just about listening. International sales professionals need to juggle several different activities.

To maintain clarity in cross-cultural selling you need to listen for several things at the same time and adjust your communication when needed. This multitasking can be tiring when you begin selling internationally.

You don’t really know what to look for.
You also spend a fair bit of effort adapting to new cultures.
You make mistakes that take additional effort to correct

With experience your cross-cultural selling will get easier. The key is to listen and use what you learn to improve your international sales skills.

What Is Your Experience Of This In International Sales?

How do you know when your international clients do not understand what you say?
What do you find difficult to listen for in cross-cultural selling?
How have listening skills improved your cross-cultural sales?

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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices

International Sales Best Practice – Global Vision

Cindy King — Sat, 25 Jul 2009 23:00:21 +0000

Monthly Series – International Sales Best Practices

Successful international business professionals learn to become good at multitasking. Most of the multitasking involved is in listening in different ways to their international clients.

During this month’s series we have looked at different ways of how clarity in communication improves your cross-cultural selling. We have looked at why you need to:

Listen
Avoid Wrong Assumptions
Be Aware
Simplify
Explain

All of these need to come together before you begin to understand the cross-cultural sales process for your business. So the next five posts are to:

Maintain Global Vision

CCCC Tip #26 -

Look for different perspectives to see how you can simplify and clarify your communication.

This is one of the fundamental techniques in cross-cultural communication. Trying to understand and communicate with different cultures by finding different perspectives or view points.

You see, it is natural to notice the cultural differences. But we can get so focused on these differences that they take up all the space. Sometimes these differences can stop us from wanting to connect with people. It can be hard to imagine that there is a different perspective.

Cultural differences block our vision and stop us from seeing ways around them to connect with the person from another culture. In an international business environment we need to maintain control of our personal reactions to cultural differences.

Part of this process is to maintain a global vision of what is happening within the cross-cultural encounter. By maintaining a global vision, it is then easier to bypass our own personal being and identify a way to connect with cultures that are very different from our own.

Cross-Cultural Communication Skills & Sales Best Practices

This brings to mind a quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers.

“Your job is to meet the right people and read the right books.” – Jeffrey Gitomer

Maintaining a global vision is vital to successful international business. It helps us to identify:

The right approach for this international sales encounter
The best path to make this international sale
The appropriate offer to make
How to adapt our sales strategy for this particular international market

What happens when you do not maintain a global vision? This is where cultural blunders often happen. And it happens when people get distracted for some reason and do not take the time review the whole situation as a whole. After all, it is very easy to think that everyone perceives things like we do.

Are there any other advantages to maintaining a global vision? Not only do you improve your international and cultural skills, but you also:

Create a better connection with your international clients

And this also improves your international sales results.

What Is Your Experience Of This In International Sales?

How do you see different perspectives during your cross-cultural encounters?
How do cross-cultural differences stop you from connecting with international clients?
What do you do to find the best way to connect with 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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices

International Sales Best Practice – Cultural Focus

Cindy King — Fri, 24 Jul 2009 23:00:52 +0000

International Sales Best Practices

This is the last post about how to improve clarity in cross-cultural communication through explanations. Today we look at the cultural differences others see in you and what you do.

CCCC Tip #25 -Tell others why you do certain things differently so they can understand your cultural environment.

This is a very common technique used in international encounters. It is a good one to “break the ice” and open discussions. “Ice”? This is when people do not interact because there is a barrier made with cultural differences.

When cultural differences are obvious some people will bring them up, and others will not. This is why it is always a good idea to be forthcoming and give the reasons behind any obvious differences others may not understand. When people do things differently there is usually a good reason behind it. When you can find out what this reason is, this also usually helps you in moving along the path that separates the two cultures.

Remember that cultural differences usually:

Stimulate and create negative reactions in people
Are part of the reason why you need to work harder to build credibility and trust

When people do not understand cultural differences, these differences become trust and credibility barriers. Cultural differences can even become barriers to international business. People like to do business with people they like.

Cross-Cultural Communication Skills & Sales Best Practices

Here is today’s quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers.

“Believe you will, and act as if it’s happened.” – Jeffrey Gitomer

Similarities

Because international salespeople have to focus on answering questions about cultural differences, it is easy to forget that we also have things in common. In international business, this common ground is usually the desire to do business together. The basics rules of business apply across all cultures, if there is a need and desire for your product.

Two Sides

Remember to look at both sides of your cross-cultural encounter.

Pay attention to the cultural differences to take actions needed to maintain and improve trust and credibility
Identify the cultural similarities to find a common ground to take your sales negotiations forward.

We get so focused on the differences, we forget to look at the similarities. And you can often identify similarities in most cross-cultural encounters. For example, there are often similarities in key values in different cultures.

Do not focus your sales strategy on combating cultural differences. Although you will need to address issues brought up by these cultural differences remember to keep your business focus.

Why your international clients like your product and want to buy it.
How to communicate with your international clients in a way that gets them interested in buying
Integrate cultural similarities into your sales strategy

This is where the similarities can help your international sales. Many international businesses also locate the intersection, or sweet spot, between cultures and use this to their advantage.

Keep both the cultural differences and similarities in mind when explaining for clarity. The right cultural focus impacts your international sales.

What Is Your Experience Of This In International Sales?

What do you focus on when selling to international clients, cultural differences or similarities?
What techniques do you use to connect with international clients?
How do you adjust the cultural focus of your international sales strategy?

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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices

International Sales Best Practice – Thorough Preparation

Cindy King — Thu, 23 Jul 2009 23:00:07 +0000

International Sales Best Practices

There are several steps in creating clarity in cross-cultural communication for good international sales best practice. A basic step is to remember to take the time to explain things properly. And it is an easy one to forget. This is because when you are communicating with people from another culture, it is easy to think that the communication is just as easy for them as it is for you. Unfortunately this is not always the case.

Good explanations are always appreciated. Even when the other person “understands” you well enough. Good explanations give people from different cultures the time to adapt this information to their own cultural environment.

There is no doubt:

Clear explanations add clarity and improve momentum to your international business negotiations.

CCCC Tip #24 -

Break complex ideas into easy pieces and present them in a logical order.

There are many valid reasons why we might want to skip explanations or cut them short.

Flights to catch
Eagerness to get to the rest of the conversation
The meeting started late
There are only one or two people who might need the explanations
The explanations are in writing and can be consulted somewhere else

But the truth is, in international business when you do not take the time, at the right time, to provide clear explanations you usually have to:

Spend more time catching up later
Sort out additional cultural misunderstandings that crop up
Gain lost momentum
Bring up other issues at the wrong time or out of sequence

Well, I guess you can say that you shoot yourself in the foot when you do not take the time for good explanations.

Cross-Cultural Communication Skills & Sales Best Practices

This reminds me of today’s quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers.

“What is the best way to prepare for a sales call? Be prepared, or be prepared to lose to someone more prepared than you are.” – Jeffrey Gitomer

Good explanations are important in international business. Here are a few things to think about, your explanations should be:

Clear
Timely
Immediate
Given slowly enough to be digested in real time, or provided with the time it takes to understand them

This helps you avoid cross-cultural misunderstandings and helps you to maintain the same understanding with all parties involved. Good explanations come with good preparation.

What Is Your Experience Of This In International Sales?

How well do you prepare your international sales meetings?
How much time to you take to prepare the explanations you need for your international sales process?
What are the common explanations your international clients need ?

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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices

International Sales Best Practice – Use Stories

Cindy King — Wed, 22 Jul 2009 23:00:50 +0000

International Sales Best Practices

Extreme clarity in any communication is not easy to attain. In cross-cultural communication a basic level of clarity requires a attention. This is because your international clients may need explanations you are unaware of. Today we are looking at one of the easiest places to stumble into a cross-cultural misunderstanding.

CCCC Tip #23 -

Do not forget to mention the information you think is obvious.

When you constantly try to see things from your international clients’ viewpoint, you will often realize that what is obvious to you is not obvious to everyone else. When you realize this it is easy to provide the explanations and extra information needed by others. This happens often in cross-cultural communication.

The best solution is to pay attention to the conversation and occasionally ask questions to confirm mutual understanding. But there is something else you can do…

Cross-Cultural Communication Skills & Sales Best Practices

First, let’s look at today’s quote from Jeffrey Gitomer’s Little Red Book Of Sales Answers.

“Personally, I believe the testimonial to be the strongest sales tool you can possess.” – Jeffrey Gitomer

When communicating with some cultures it can still not be obvious whether they need further explanations or not. And if they do need explanations, it is not always easy to understand exactly what they need.

One technique is to bring in a testimonial from another client. This works well when the testimonial tells the story of something relevant to your international client. Remember, testimonials are stories and they come in short and long versions:

Quote
Short testimonial
Success story
Case Study

We all respond to stories. When your prospective client hears a story where they can identify themselves, this usually brings their questions to the surface.

When you sense there is a disconnect somewhere, or questions that need to be raised, try telling a story. This can open discussions and help you to find out which unspoken questions you need to answer.

What Is Your Experience Of This In International Sales?

What stories do you tell your international clients to make the sale?
How do you find out what information your international clients need from you?
Where do you look for your international sales success stories?

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:

2009 Cross-Cultural Communication Challenges

All International Sales Best Practices

You can find the complete list of International Sales Best Practices published to date here:

International Sales Best Practices