Winning New International Customers

You probably have a good idea of how to sell in your own country. But if you have tried selling abroad, you will have quickly discovered that the techniques which work at home often do not appear to work so well elsewhere. More and more salespeople are being asked to travel abroad and sell to people from widely different cultures. Sales directors increasingly find that they are required to manage regional sales teams, consisting of salespeople with very different ideas about how to sell effectively. Some selling skills are universal but if you want to succeed in the international arena, you have to adapt your approach and communication style to suit local customs, values and expectations.

Aims

On our Winning New International Customers courses we concentrate specifically on selling across cultures. We help you to fine-tune your skills to cope with the expectations and preferences of customers from various cultural backgrounds.

The course is performance based. You will receive a lot of useful information. But unless you can perform as an international salesperson, you will not get the results you are looking for. We aim to make you a better salesperson outside your own country.

Content

The content of these tailored courses is discussed with the client, and fine-tuned with the participants. It is impossible to cover all cultures on one short course. So, we ask you to identify key countries or regions that should be focused on.  You will learn to:

• Establish a relationship with a prospective foreign customer
• Find out his or her needs
• Show how your service or product will benefit the buyer
• Handle objections effectively without causing offence
• Adapt your selling style to suit the buyers personality and culture
• Overcome any negative stereotypical image that may stop the buyer wishing to do business with you
• Identify key buying signals in different cultures

Methods

Our training is active and tailored to individual needs. You will normally be in a group of not more than six people, and you will take part in sales simulations throughout the programme. You will have the chance to discuss your own concerns about selling internationally, and to share experiences and ideas with your colleagues. Courses normally last between two and three days. Your trainer will be an experienced salesperson, who has successfully sold to organisations in many parts of the world.

We also offer this course for individuals. Email us if you're interested.
 

 BOOK THIS COURSE HERE or email us at enquiry@canning.co.uk for enquiries