Selling across cultures

Intercultural Skills | Seminar

selling across cultures

Selling is about people and building relationships. Culture plays a major part in this—it influences how we identify and discuss a need, how we propose a solution, who will listen to us and, most importantly, how we build trust and credibility. 

Who’s it for?

This practice-oriented seminar is ideal for all sales professionals, sales support, account managers and project managers looking to become more effective when selling across cultures.

What are your outcomes?

By the end of the training intervention you will have:

  • considered the importance of culture to your sales processes
  • developed an understanding of your and your customers‘ implicit and explicit norms, values and beliefs
  • identified and anticipated problems in the sales process that may be due to culture
  • developed personal practical solutions that work for both cultures
  • prepared to apply what you have learned to achieve results

What’s covered?

  • Valuing what is culture and why it matters in sales
  • Understanding your own norms, values and beliefs through the  Intercultural Awareness Profiler
  • Considering culture in your sales process
  • Identifying the unspoken cultural needs of your client
  • Recognizing, respecting and reconciling intercultural dilemmas in sales
  • Putting theory into practice—case studies in cultural dilemma resolution
  • Transferring intentions into actions
Participant rating
  • Duration: 2 days
  • Investment:  € 3100
james culver target training

“Culture influences the complete sales cycle, from the level of relationship we need to build in selling to how formally or informally we need to communicate. It can also affect what may trigger a “yes.” We’ll work through scenarios to identify and practice new skills for cross-cultural situations.”

James Culver

Seminar pre-work is essential. Participants complete the Intercultural Awareness Profile and reflect on their own experiences.

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