Why did the customer not agree to buying my product or service? Why doesn´t he want to sign the contract? What does he expect from me?
Being a salesperson based in Headquarters or expatriated can sometimes be challenging because you are faced with international customers which may use different sales techniques. This is mostly due to the complex interplay of individual differences, cultural background, setting of the meeting, product, role of the client and your role. A salesperson has to sense, identify and apply the appropriate approach to deal with these differences – which is not an easy thing to do.
Looking deeper into what makes a successful salesperson, our recent research indicated that there is nothing like an ‘ideal salesperson’ in general, which is nice to know. It is not about whether you are a ‘born salesperson’ or not. What it is about is adaptability and flexibility which, in combination with the correct ‘reading’ of the setting, can make you less stressed and more effective: a Sales Chameleon.
By increasing your understanding of individual and cultural differences - especially with regard to sales settings – we can provide you with the necessary tools to meet the demands of international customers. Helping you understand and react to these inherent dynamics you can sell different products to different people with less anxiety and, more important still, without having to change who you really are.