From the course: Inclusive Selling: Selling Across Culture, Race, and Gender Differences

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How cultural differences manifest themselves when selling

How cultural differences manifest themselves when selling

From the course: Inclusive Selling: Selling Across Culture, Race, and Gender Differences

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How cultural differences manifest themselves when selling

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- A successful salesperson needs to adapt their behavior to match their customer's culture. In the United States, the sales profession has developed as a very extroverted activity. Where the salesperson who is most affable and takes control of the sales process usually gets the deal. We're used to thinking about approaching people with our best shot, wowing them with the great features of whatever it is we're offering. And usually, guaranteeing that what we have is better than the competition's offer. This approach is all about confidence and dialogue. However, when it comes to different cultures, you can't just assume that the pattern will be the same. You need to throw away your sales playbook and begin a new one, tailored to whom you're meeting. You'll find a common set of etiquette and behaviors in each culture's professional settings. Let's have a quick look at the ways in which some cultural differences manifest…

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