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International Sales Best Practice – On Top Of The Details

Cindy King — Thu, 30 Apr 2009 12:00:27 +0000

This is the last article is this series of International Sales Best Practices comparing Jeffrey Gitomer’s sage advice in his Little Red Book Of Selling with the Cross Cultural Communication Challenge tips on Mindset.

So what is the last International Sales Best Practice I choose to leave you with?

International Sales Success

There are so many things to pay attention to. The best international salespeople are masters at taking in all of this information and using it in the right way to improve their business.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

What does it take to be number one? And stay there!

Concentrate on the details without getting caught up in them

Last Month’s Cross-Cultural Communication Tip 30

Summarize what you say, and confirm your understanding of what the other person said.

A Learned Skill

OK. So you think you can multitask or that you stay focused? Well, you learn to be even more so in international sales. Trust me. You learn to pay attention to many different things all at once, to align everything with your your business goals.

Teamwork

Another thing you also learn is the intrinsic need for good teamwork within this mass of details. This is where our last cross-cultural communication tips comes into play. It is the first tactic you pick up in international sales that helps teamwork. You learn to:

Systematically summarize what you say and what you understand the other person has said.

This is how you put everyone on the same page and enable teamwork. In international sales teamwork has several different playing fields within:

Relevant departments
Relevant teams
Your whole company
And even your clients departments & teams & company

So, one final word of advice from Jeffrey’s Little Red Book Of Selling…

Beyond organized. Detail is vital to my success. It sounds minute, but it’s HUGE. I keep things in order so I can function error-free. – Jeffrey Gitomer

Imagine how this attitude helps you make international sales easier!

Want To Get The Cross-Cultural Communication Tips?

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2009 Cross-Cultural Communication Challenges

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International Sales Best Practices

International Sales Best Practice – Honesty And Integrity

Cindy King — Wed, 29 Apr 2009 23:00:37 +0000

International Sales Best Practices

The tip Jeffrey Gitomer gives us today is a very important one in cross-cultural sales. It is the one that has helped me the most throughout my 25 years in the field. Once you take the decision to follow this, it influences all of your sales skills.

International Sales Success

You see trust is the easiest thing to lose in cross-cultural communication. You need to work at maintaining trust constantly. Yes, every single minute. There are just so many little things in cultural differences that can pop up which can make you lose trust and credibility.

This is why unspoken integrity and visible honesty are so important. They are your constant shield against many cross-cultural pitfalls.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

What does it take to be number one? And stay there!

Unspoken integrity, visible honest

Last Month’s Cross-Cultural Communication Tip 21

After a cross-cultural meeting, give everyone extra time to digest information and respond.

Honesty & Integrity At Their Fullest

Today’s cross-cultural communication tip paired with integrity and honesty may not seem an obvious choice at first glance. This is because I am assuming everyone knows how to be honest and how to show their integrity.

Allowing others time to digest and respond is an extension of this honesty and integrity:

Because you give the other person the time they need

There is also something else that usually happens. Something more subtle. You give the other person the time to be honest with you. In many cases this strengthens your relationship. Your sales discussion often takes on a deeper connection.

And…

Hopefully, my word means something to others, because it means EVERYTHING to me – Jeffrey Gitomer

Pay closer attention to your own honesty and integrity than to the other persons.

Want To Get The Cross-Cultural Communication Tips?

Get all of the Cross-Cultural Communication Challenge Tips here:

2009 Cross-Cultural Communication Challenges

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International Sales Best Practices

International Sales Best Practice – Have Fun

Cindy King — Tue, 28 Apr 2009 23:00:33 +0000

International Sales Best Practices

As we come to the end of our month long review of the international sales best practices, let’s look at what Jeffrey Gitomer has to say about what it takes to be number one and stay there and how this compares with cross-cultural sales.

International Sales Success

You meet all kinds of people in international sales. And yet there is one common trait in the most successful international salespeople. They really like what they do. They have fun at it.

A career in international sales usually involves lots of travel and extended work days to be available to clients in different time zones. Over time, when the novelty wears off, this can be physically tiring. Your own cultural make-up can kick in and make you less tolerant of different cultures.

Add some high level responsibility and there is usually an unhealthy dose of stress. A bad mixture.

This is when it is even more important to have fun at your job.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

What does it take to be number one? And stay there!If I’m not having fun, what’s the point?

Last Month’s Cross-Cultural Communication Tip 6

Do not wait for perfect timing to start your international business: Start with small steps

Start Now & Take It Slowly

If you think you would like an international dimension to your business, start with small steps. Find out if it is right for you.

Don’t forget, there are several different ways businesses can get international clients. Small businesses need to take the time to find the right option for them.

This is another reason why it is wise to begin with small steps.

So…

I have often been described as “easily amused”. I think this is one of my best characteristics. I find joy in almost everything. – Jeffrey Gitomer

Do you like international sales and cross-cultural encounters? Or, do you complain about the differences? Do you feel you come from a superior culture?

Want To Get The Cross-Cultural Communication Tips?

Get all of the Cross-Cultural Communication Challenge Tips here:

2009 Cross-Cultural Communication Challenges

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International Sales Best Practices

International Sales Best Practice – More Is Better

Cindy King — Mon, 27 Apr 2009 23:00:29 +0000

International Sales Best Practices

Some people ask me how much time I think they need to spend acquiring international skills. Or, they want to know what level they need to attain.

Today, Jeffrey Gitomer tells us we need to aim for more.

International Sales Success

Very simply…

The more you love what you do, the more you will sell.
The more you are interested in your international clients, the more you will sell.
The more you believe in yourself, the more you will sell.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

Implement the rule of “the More, the More”

Last Month’s Cross-Cultural Communication Tip 11

Cross-cultural marketing together with multichannel marketing can get you more international business

Your Commitment To International Sales

Sometimes you need “more” to get the sale. This “more” is linked to you and want you do.

There is no simple recipe to acquire international skills. We are all different. The only common thread for everyone is that it takes personal commitment to develop the international skills needed to be a great international salesperson.

The more you develop your international skills, the more you will sell.

Your Actions To Get International Sales

Today you also need to try different marketing and communication channels to reach your international markets.

In order to connect with your international markets using web marketing, you need a multichannel approach. In some cases this can also give you a multidimensional understanding of your markets in different countries.

The more channels you use to reach your international clients, the more you will sell.

So…

The more you watch TV, the more the competition will kick your ass. – Jeffrey Gitomer

Want To Get The Cross-Cultural Communication Tips?

Get all of the Cross-Cultural Communication Challenge Tips here:

2009 Cross-Cultural Communication Challenges

Want All Of The International Sales Best Practices?

International Sales Best Practices

International Sales Best Practice – Define Your Sales

Cindy King — Sun, 26 Apr 2009 23:00:25 +0000

International Sales Best Practices

What are the two words that define your sales? According to Jeffrey Gitomer they are “you” and “why”. And I agree, this definition also fits quite well with international sales.

International Sales Success

Some people get sidetracked when selling to international clients. They lose focus of their sales goal.

The multitude of the cultural differences add on extra layers and can easily lead to confusion. It is easy to lose your sales focus with the cultural complexity and novelty of selling to different cultures.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

The two most important words in selling. Two words that define sales… Your sales.You + Why = Yes!

Last Month’s Cross-Cultural Communication Tip 13

Be patient with yourself and with others

Why You Are Important

The whole “you” is important in international sales. You are perceived as a whole.

You would be surprised at what people from different cultures notice about each other and how this effects the sale.

Why Your Questions Count

Assumptions can make you lose your international sale. Different cultures buy things for different reasons and they also go about the sales process differently. You need to ask questions to find out what you need to know.

Be Patient

The process of international sales can require some adjustments. Even great salespeople need to put in the extra effort to adapt to international sales environments. There is a learning curve and some personal investment. Give yourself the time you need to go through it.

So…

How’s your personal product? How’s your you? Is it salable – or does it need some work? – Jeffrey Gitomer

Want To Get The Cross-Cultural Communication Tips?

Get all of the Cross-Cultural Communication Challenge Tips here:

2009 Cross-Cultural Communication Challenges

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International Sales Best Practices

International Sales Best Practice – Think You Can

Cindy King — Sat, 25 Apr 2009 23:00:22 +0000

International Sales Best Practices

Remember the book The Little Engine That Could?

I think I can. I think I can. I thought I could. I thought I could.

International Sales Success

Just like in domestic sales, your own personal belief system impacts your international sales success. In international sales, this can be a big issue for people just acquiring their international skills. A lack of self belief can creep in before you realize it.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

Principle of Sales Greatness

The little salesman that could. A story. A philosophy. A strategy. A formula. A win. A BIG win.

Last Month’s Cross-Cultural Communication Tip 3

Increase your international sales: Add cross-cultural marketing tactics into your international marketing

Increased Risk

International salespeople can lose strength in their belief in themselves for many reasons:

Dealing with all of the cultural differences and their business implications
Language skills
Lack of personal preparation to connect with different cultures

Improve Connection

One of the easiest ways to reduce the risk in weakening your self belief is to strengthen the connection. Add cross-cultural marketing tactics to your international marketing:

Look up the Cultural Dimensions for the country involved. This is not an exact science, there is no need to spend more than a few minutes.
Compare this to your current communication and what you see others doing.
Open your mind to improve your communication and try different tactics.

Part of knowing that you can do something is actually doing it.

So…

You must believe that you work for the greatest company in the world, that you offer the greatest products and services in the world, and that you are the greatest person in the world, or you are in the wrong job. High self-belief leads to high success. Medium self-belief leads to medium success. Low self-belief… you get the idea – Jeffrey Gitomer

Want To Get The Cross-Cultural Communication Tips?

Get all of the Cross-Cultural Communication Challenge Tips here:

2009 Cross-Cultural Communication Challenges

Want All Of The International Sales Best Practices?

International Sales Best Practices

International Sales Best Practice – Maintain Your Position

Cindy King — Fri, 24 Apr 2009 23:00:19 +0000

International Sales Best Practices

Today’s international sales best practice reminds us that we cannot be everything to everyone if we want to be successful. As Jeffrey Gitomer points out, we have to resign our position as the general manager of the universe.

International Sales Success

I have often found noticed how the most successful international salespeople stay focused on their own goals. They do not get into other people’s business.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

Principle of Sales Greatness

Resign your position as general manager of the universe

Last Month’s Cross-Cultural Communication Tip 29

Let the other person finish speaking. Avoid interruptions.

Finding The Balance

Some people find it difficult to find the right balance between professional and personal conversation in cross-cultural exchanges. Some cultures need to know personal information and other do not.

Some people feel if is very personal if you know the names of their children and talk about what they did on the weekend.
Others do not want to do business with you unless they know these personal details.

I have found the easiest balance is internal. It has more to do with your own internal positioning than what the other person knows about you.

Part of this is also knowing your own personal boundaries. For example, although I would not write specifics about my children, I will share some information with others when face-to-face, but I would never bring my children to any social gatherings with professional acquaintances.

The other part is remaining professional and knowing what your position is and what your goals are.

Remaining Within Your Position

The cross-cultural communication involved in international sales means that you also need to make sure you have all of the information from the other side. It is very easy to get sidetracked and lose your business focus.

And when you become so focused on your own agenda, you can miss the signals from the other side when there is a disconnect somewhere. Hence this weeks cross-cultural communnication tip of letting the other person finish speaking and avoiding interruptions.

Something else happens when you take the time to listen to the other person: it becomes easier to:

Stay focused on your own position
Identify common ground and the right path for your conversation

So…

The less time you spend in other people’s business, other people’s problems, and other people’s drama, the more time you’ll have for your own success. – Jeffrey Gitomer

Want To Get The Cross-Cultural Communication Tips?

Get all of the Cross-Cultural Communication Challenge Tips here:

2009 Cross-Cultural Communication Challenges

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International Sales Best Practices

International Sales Best Practice – Pay Attention

Cindy King — Thu, 23 Apr 2009 23:00:15 +0000

International Sales Best Practices

Acquiring international skills can be physically tiring. This is specially true when you have to jump in at the deep end and become operational quickly. The main reason for this is related to today’s international sales best practice. Staying focused during an international sales meeting requires mental energy.

International Sales Success

There are many factors to take into account in cross-cultural communication. Different factors give you different insights into the communication. They give you an all round picture and they keep your conversation on track. If you are not focused during your cross-cultural encounter you can easily miss part of the conversation.

Cross-cultural communication is focused. You always need to have your antennas up.

Quote From Jeffrey Gitomer’s Little Red Book Of Selling

Principle of Sales Greatness

Antennas up!

Last Month’s Cross-Cultural Communication Tip 23

Remember that words can mean different things to different people

Different Levels Of Conversation

One of the reasons why you must stay focused during a cross-cultural encounter is because the conversation does not happen all on one level. Conversation also takes place on other levels such as:

Different types of verbal communication
Body language and physical actions
Non-verbal and what is not said
Context of everything involved

Communication Differences

Cross-cultural encounters also come with basic communication challenges.

People often give different meanings to the same words
Words do not translate 100% into the same thing
There are often differences in language skills
Different cultures have different Cultural Dimensions and simply communicate differently

A Question Of Focus

Some business professionals like to go into sales negotiations in teams where one person concentrates on the verbal communication and the other concentrates on the non-verbal communication. In reality the verbal and the non-verbal are both part of the communication and the person leading the sales negotiation needs to absorb all of this.

Another tactic is to have less rigid roles in listening to the conversation. A good way to improve your international skills is to do a recap after the encounter and listen to what your partner picked up out of the conversation. You will often see that you missed part of the communication and will learn to become more focused with practice.

So…

What is your focus factor? – Jeffrey Gitomer

Want To Get The Cross-Cultural Communication Tips?

Get all of the Cross-Cultural Communication Challenge Tips here:

2009 Cross-Cultural Communication Challenges

Want All Of The International Sales Best Practices?

International Sales Best Practices