International Selling Skills

Seeking out more international sales opportunities and develop more international customers by speaking their "language"

INTRODUCTION

This workshop is specially designed to give the participants an overview of the essential skills to get business and close the deal in the international context, and the key differences in saleing in their home market and the other world markets.

OBJECTIVES

At the end of this workshop, participants will have a better understanding of...

How different is doing business in their home countries and other parts of the world
How to assess a prospect
How to review your opportunities and make a strategy for the potential customer
How to create additional opportunities for future sales
How to develop winning sales presentation and close the sales

PRE-WORK

A 3-5 minutes presentation – to include a brief self introduction (your name, company, job title and responsibilities), a sample of your product (or a brochure), a definition of its use, market place, customers and any selling opportunities, and any particular issues/products that you wish to focus on

KEY TOPICS

1. Presentation 1 – Understanding the participants, their companies, products and the market place

2. Culture and International Selling

Understand what may win you a deal in an international setting
Understand what may take your deal away in an international setting
Review the various markets of the participants and advise specific marketing information which is required to close the deal

3. Developing Selling Skills

Make and develop a customer profile
Ask questions and listen
Use information discovered
Make a presentation
Ensure you have all of the right information
Survive the question and answer session
Close the sales

4. Role-play exercise

If time allows, each participant will have the chance to apply their newly acquired knowledge and practice international selling on the facilitator (who will act as one of the participant’s key customer).

Their performance will be evaluated by the facilitator and the other participants.

Training Workshops