Effective sales in the global village
International clients can sometimes pose a challenge, and not only in terms of language. How can you communicate with them, what arguments should you use, and what sales techniques should you apply to be effective in the dynamically developing ‘global village’?
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Today's world creates many opportunities for expansion into new markets, so inevitably more and more of our clients are foreigners. It may seem that a foreign client is no different from clients of your country, as everyone wants to be treated individually and receive an offer consistent with their needs. Yes, there are many universal sales techniques, but there are also many nuances worth knowing which can decide whether a potential customer will make a purchase and will be satisfied with our service.
Building relationships, communicating, finalizing transactions, making decisions, taking risks, and talking about prices are just a few aspects to consider when dealing with a client from abroad. Knowledge of cultural differences is extremely useful in today's world. If after reading this article you go study Chinese, Russian, French or any other culture with which you have the most contact - great! That’s the best step you can take. However, the question arises, what will you do if you become an expert on Norwegian culture, and you establish a very promising commercial relationship with a client from Brazil? In addition to knowledge about a particular culture, it is worth paying attention to more general knowledge which can help you find your way in many intercultural situations. Let’s look at several key areas of business, especially sales and client service, in the context of foreign clients.
How can we build relationships and trust?
Many cultures are known for building relationships through short conversations on topics not related to business. In England it may be about the weather, in the Philippines about family, or in Italy about cuisine. How can we build relationships with representatives of cultures that don’t engage in small talk? In this case, building relationships requires more than talking about the weather. Such cultures are task-oriented, and trust is built through actions directly related to work, competence or experience. Regardless of whether you’re in contact with a culture focused on relationships or tasks, it is always worth taking the time to get to know the person with whom you’re working with.
The benefits of developing intercultural skills
- A better understanding of the client and his needs
- More effective sales presentations and negotiations
- Greater confidence in international relations
- Effective communication with clients from other cultures
- Greater work satisfaction
- Better sales results
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