9 replies
Do cultural differences matter for a lot in sales?

Obviously, we have the things such as mannerisms, accent, etc.

But are the concepts/tactics themselves different?

I saw Jason once mention that what is mild pressure in the US is considered unacceptable in Canada.

Taughts?

edit: I was always under the impression that as long as you hooked them and you showed them something of interest, it didn't matter if you were a tad different. But then again bonding with prospects is not exactly my strength so the world may look like a nail
#cultural #differences
  • Profile picture of the author Rus Sells
    Yes cultural difference does make a difference in sales and in doing business, especially if you are doing or saying things that aren't generally normal accepted practices.
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  • Profile picture of the author Andrew H
    I live in Vancouver, Canada. We are a main hub connection to Asia so naturally we have a large Asian population. I have noticed working with Chinese business owners that they are extremely wary of being 'ripped off' and any overt selling will be met with objection. The best way I have found is to offer solutions to their problems and simply respond to requests rather than actively sell.

    I have also heard other generalizations about other ethnicities regarding communications. Such as among many Aboriginals it is considered disrespectful to maintain eye contact, whereas western culture sees eye contact avoidance as being evasive.

    EDIT:

    But then again bonding with prospects is not exactly my strength so the world may look like a nail
    90% of my local development business is from repeat business with current clients and referrals. This is possible because of developing a relationship. Taking clients out for lunch and talking about things not related to business. Once you have a good relationship there will be trust, then when you offer solutions you are doing just that, offering a solution - not 'selling' (at least that's how they see it).
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  • Profile picture of the author Nail Yener
    Originally Posted by socialentry View Post

    Do cultural differences matter for a lot in sales?
    Definitely. I don't have an opinion about all the cultures in the world but from my experience in my country and in the US market, I can say that the two groups of people are a lot different. You may sell one thing easier to one group and another thing easier to the other group and vice versa. One method works for one group but it doesn't work for the other group.

    One should get accustomed to the people in his/her target market before trying to sell them anything.
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  • Profile picture of the author bizgrower
    In college I worked in the International Student Services offices, and I've been a mortgage broker, and my current boss is Asian, and in my dealings with Asian and Middle Eastern cultures I would say that those are cultures of negotiation. Price, policies, rules, laws, terms of service... everything can be negotiated - even when it can't be here in the US. It makes a huge difference in your approach, pricing...
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    "If you think you're the smartest person in the room, then you're probably in the wrong room."

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    • Profile picture of the author Saulric



      The Hofstede Center has interactive graphs where you can compare up to 3 countries side-by-side to see where they relate on certain cultural issues. Very interesting and fun to play with.

      United States - Geert Hofstede
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  • Profile picture of the author kellyyarnsbro
    It does matter but not that huge that it would entirely affect large part of the business, outsourcing explains it all.
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  • Profile picture of the author mert
    Of course, it matters a lot! If you're targeting a particular country with different set of values, then you should be able to engage them with ways that works for them. I think that's the essence of engaging your audience.
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  • Profile picture of the author Smidid Sammia
    Of course, different cultures have the different sales and buying methods, which is really very important to every buyers and sellers!
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  • Profile picture of the author AaronHeid
    indeed it makes a huge difference and not only in end customer level but also in corporate business. Ask yourself this simple question: which one do you think will bring you better conversions when you market in USA?
    A: A sales pages written for Indian audience by an Indian writer
    B: A sales page written for US audience by a US writer
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