| Selling to International Customers |
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So, Where Are You From? With all apologies to our International readers (yes, we are happy you are subscribing!), this newsletter focuses on selling to International customers. They may be living in the U.S. or you might be selling abroad, either way, these tips and hints will help you persuade, influence, and close the sale!
According to a study by the National Geographic Society, only 13% of Americans could locate Iraq on a map and 30% could locate New Jersey. So we aren't always in tune with our geography lessons, affecting our knowledge of globalization sometimes, as well. In addition, our world is getting smaller and most businesspeople are conducting more deals with those who hail from other lands. It makes sales interesting and I personally love the diversity in many ways!
3. Because of our market-driven economy, many times our presentations are a bit too well-rehearsed and come off as arrogant and self-centered (ouch!) I heard this from one of our European clients who travels all around the world giving presentations. Relax and focus on being believable and authentic during your sales presentation. 4. If selling to Japanese customers, be aware that the seating is critically important. The highest ranking person will sit in the middle of the table with the second in command, on his left, and so forth. The Japanese customers will position themselves closest to the side of the room with the door, leaving the other side of the table available for you and your colleagues. They often tend to close their eyes during presentations so that they can eliminate any distractions and focus on the verbal messaging. If presented with their firm's Annual Report at the completion of your presentation, you've just secured the deal! 5. When conducting business in Mexico, keep in mind that most Mexicans truly value their leisure time. They work to enjoy their free moments with family, and aren't very time conscious. As Americans we like to rush around, begin on time, and run off to catch planes, trains and automobiles just after a presentation. With these groups, plan on staying awhile. Mexicans like to get to know you on a personal level and enjoy the leisurely and relaxed opportunity to get away from their desks and hang out awhile. Sure, the business is important, but it can wait a bit. 6. In Contrast, Germans like to be on time, stay on task, and end at the allotted moment planned. Not typically interested in too much chit-chat, getting down to business is preferred when conducting a presentation with German customers. Be prepared to provide a copy of your slides to your German customers since they like to have formalized documentation of the presentation to answer any questions or concerns after your presentation. 7. If presenting to Indian customers, prepare for questions. They are often very interested in details and unafraid to ask specific questions for clarification. Expect to receive eye contact, however, they shy away from providing eye contact with their "superiors". Since Indians tend to be more audible than many other cultures, having the appropriate tone and inflection, prepared and practiced, is a good idea. So there you have it. Seven new ideas of how to work with your International customers to secure the sale. Just remember to prepare, practice, and think ahead, which may require that you adjust your style to bend to the customer's cultural preferences. Lastly, if you need a resource, try reading the book, "Kiss, Bow, or Shake Hands". Good luck and happy selling across all borders! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911
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