International Business Sales Advice
It’s important to have a trusting relationship when doing sales of any kind. It’s even more important if you want to do international sales.
Think about it. Trust is a hard thing to find in the business world. Everyone is trying to sell you something and no one knows who to believe. You would certainly take a recommendation from a friend far more seriously than you would take a television commercial on TV. We know our friends care about us and that company on TV just wants to sell us something.
In international business relations, trust becomes even more important because one thing true about human nature is that we trust people from other countries even less than we trust people from our own. We have language and cultural differences. Our way of thinking is different.
It is important that we build what is called “rapport” with our clients. “Rapport” is kind of a fancy word for trust and mutual understanding. We need to show them that we are different than the competition and we can be trusted. Trust takes time to build. You need to always be honest with your clients and really respect them as people. You want to make sure you only recommend products to them that you truly believe they would want.
Even if you can trick someone and get a few sales, this is a terrible strategy in the long run. You will get a bad reputation and people won’t want to buy from you again. Be honest and upfront. Tell your customer about your product’s weaknesses. They will find out anyway. Help them in anyway you can and they will keep coming back. It’s pretty simple, if they believe you, they will consider buying from you. If they don’t, they won’t.