Today, organisations increasingly strive to expand their business through the development and penetration of international markets. As all sales people and indeed business professionals know, first impressions are everything.

Whether you are launching a new product, delivering a sales presentation or representing your company at an overseas exhibition, how you are received will be based on how you act and what you say. Even the most experienced sales teams can face challenges and frustrations when they venture into international
markets for the first time as they realise that techniques that work at home are not always as effective overseas. Different approaches to meetings, negotiation, building trust and closing a sale will all impact the success of selling across cultures as will the way they communicate with their new contacts.

With these challenges in mind, IBA has developed Selling across Cultures.
This course aims to assist sales managers and professionals to develop the intercultural competence and communication skills required to successfully sell across cultures. Upon completion of an IBA Selling across Cultures course, you will understand the key issues and motivators that drive your international clients. In addition, you will be aware of the skills and strategies you need to sell to them more effectively.

Benefits

IBA Global’s Selling across Cultures course will provide you with:

• Increased awareness of your diverse potential clients’ requirements and expectations
• Skills to adapt your existing presentation and negotiation skills
• The opportunity to explore your own context and share best practice with other delegates
• Enhanced communication skills for international selling

Who should attend

IBA Global’s Selling across Cultures course will be of benefit to you if you:

• Manage international sales teams
• Are a sales or business development professional working in international markets
• Are involved in international marketing or brand management

Course Content

All of our Selling across Cultures courses are designed to meet the specific needs of our clients depending on their personal/organisational requirements and existing skills set. A Selling across Cultures course typically includes:

• Understanding the impact of cultural difference
• Building trust and relationships with potential clients
• Interpreting cross-cultural communication styles
• Adapting your sales and negotiation techniques
• Closing your deal and the importance of contracts
• Practical strategies for more effective selling across cultures

Approach

Selling across Cultures courses are available seven days a week, 365 days a year, either at one of our training centres or at your offices in any location worldwide. We usually recommend a one or two day course but can also offer a more flexible format to suit your schedule. Based on your needs, the course can be tailored to a specific region or country, or can take a broad approach to Selling across Cultures.

Suitably tailored materials will be used throughout your Selling across Cultures course and your trainer will provide a balance of structured input and discussion of case studies and scenarios relevant to your own particular context.

The most appropriate training format, content and approach for your Selling across Cultures course will be discussed during your diagnostic consultancy.

Cultural Awareness Training course trainer

Your Selling across Cultures trainer will be assigned to you following the results of your diagnostic consultancy according to your objectives and areas of focus.