Wie können Sie Ihren Verhandlungsstil für den Vertrieb mit mehreren Entscheidern aus unterschiedlichen Kulturen anpassen?

Before such meetings, I find it crucial to read articles, posts, and research on this topic (preferably for about such meetings in my industry). This preparation can help prevent misunderstandings and ensure that I am well-prepared, particularly when engaging in multicultural communication for the first time.

Culture is a shared, learned way to deal with situations. Understanding the culture of the people you are negotiating with is key. It will impact how you build rapport as well as what is important to the party you are negotiating with. It will impact how many decision makers you are working with; it will help you understand the importance of everyone around the table Understanding a single culture well is not the skill set of an international business person. Having the flexibility and the research skills to negotiate with a different culture or very week is the key to global successs

You have to read the room. Sales executives have to be like a Chameleon. You must change your colors based on the environment! Adjust your style as you ask questions and receive answers from your clients. The most important thing is to be likeable. No matter what you are selling, people buy things from people they like!

Know who you are dealing with. Research them on LinkedIn. Understand their culture's business etiquette (google it if you don't know). Clarify the objectives of the meeting/s & interactions. Clarify your understanding of the topics and points raised. Remember, you are not there to simply sell, you need to intrinsically understand the need/challenges they face. Summarise your understandings verbally & post interaction. Realise in sales, we are all there to add value. ps: If they speak a foreign language, take the time to learn & convey a business greeting in their first language, that will be a great ice breaker.

I recommend reading "The Culture Map" by Erin Meyer which has a lot to say on this subject. "Riding the Waves of Culture" by Fons Trompenaars is also a great source of insights.

Apart from knowing a striking difference between low-context and high-context cultures, you should also focus on the individual differences of people from these cultures as well as the environment they are working in, namely the companies and their values. On the other hand, it is always about an individual / individuals you communicate with.

To me in any Negotiation the major fact is to understand the customer need. If the product can satisfy the customer major need, the negotiation will always go for a win win situation. If customer once understand they are winning with the deal, any people will grab it. And in high value sales negotiation should be Value oriented.

I highly recomend to read the book: The Culture Map to understand more about the context of potential customers and how they communicate and their styles.

I believe that first &:farmost, you need to be yourself, very polite but very Professional . Please do not play the mixed salad game where you try to be all things to all people because then you come off as being a phony! Address people by their name not titles or categories because again this comes off as condescending & phony. It's also very fake! We as Sales Professionals , do not "Pitch", we "Present" & only after a thorough qualification to see if a presentation is actually warranted!

Navigating sales negotiations with diverse decision-makers is like embarking on a thrilling cross-cultural journey. I'd dive deep into understanding each decision-maker's cultural nuances, forging genuine connections along the way. Flexibility in communication and a keen eye for respecting cultural sensitivities would be my compass. With patience and persistence, I'd navigate through potential hurdles, always keeping our shared goals in sight. And in the end, sealing the deal with clear documentation would mark the triumphant summit of our collaborative adventure.

In my experience an AI tool like Humantic AI can give you insight into the preferred communication style of each individual you are meeting with and a look at the communication team dynamic. The value for me as a CSD in DISC is to help keep precall plan to ensure my communication style resonates with everyone in the meeting. The value of Humantic AI is the ability to provide that insight, even cross culturally, that can be more difficult for us as sellers to quickly assess.

Sometimes people prefer to discuss on many issue. It is not about winning in the negotiation race, it is about to make the other person understand the product price is worth of the tag it mention.

every culture builds rapport differently and sees rapport differently. Americans are the poster children for contextual relationships - that is, you walk into best buy and a guy with a blue shirt says hello and you ask him for a credit card. in many cultures, you can't rush rapport, and trying to do o will destroy your future chance to build rapport. If you try to rush things in Japan or Nigeria, you might as well pack up and go home.

Sometimes you don't sell once, better even you don't sell make connection with the prospect, send him the product update, the deals on the product time to time on whatsapp. By this way also you can win over the situation in selling.