Sales Techniques in an Intercultural Context
by Jan Melsen
Content
The characteristics of a good salesperson
- Problem awareness through an initial exercise reveals typical mistakes.
- Understanding notions of the black box and stereotypical behavior.
- Making appointments by phone (with video recorded and analysed exercises) and study of uniqueselling points.
The stages of a sale
- Creating the appropriate climate (behavior analysis) and barriers to good international communication.
- Discovering people’s needs (concentrating on cultural differences).
- Individual socio-styles and how to manage differences.
- How to launch the discovery phase / SPID method?
- Open questions and their order.
- Question reformulation.
- Providing arguments and proposals within a multicultural context.
- How to translate a characteristic into an advantage?
- Over-argumentation.
- Dealing with objections. Distinguishing between real and false objections.
- Finding a solution before replying to an objection.
- Practising objections in the participant’s own situation for his/her product abroad
- Dealing with complaints
International techniques: which one to use?
- Straightforward negotiation (in-depth exercise,
- filmed and analysed).
Pedagogy
Highly interactive and dynamic pedagogy.
Based on practical, everyday situations.
Exercises within the reality of each participant, relating to internships abroad, with everyone’s participation, after preparation and consultation by sub-group.
Given the international context, the possibility to practice another business language during the course.
Filmed exercises to analyse and dissect stereotyped behavior, with the objective of developing good sales practices.
By the end of this session, participants are ready to face situations abroad in which they can confidently represent their employer/company at a fair or in some other commercial situation, with the knowledge of how to identify the needs of a client from a different environment and how to put into practice immediately the experience acquired so as to promote his/her product or service, thereby opening the door to important new contracts in new markets.
