1.
YOUR HOW-TO GUIDE
FOR SELLING
OUTSIDE OF AMERICA

2.
International sales is full of pitfalls and
potholes... even when you do everything
‘right.’
So how do you make the right
impression, and come home a hero?

3.
listen more
than you
speak.
■ Success in international sales
requires high emotional intelligence
■ Follow the local’s lead in the meeting
■ Mirror their gestures
■ Respect their customs
■ Your main task is to cultivate a good
relationship & build a connection that
can withstand distance
■ Remember, you might only have one
chance to get it right!

4.
language.
■ You have a HUGE leg up if you
speak and write their language
■ Recruit ‘superhunter’ salespeople
that speak the target language
■ Even if most of your high-profile
clients speak proficient English,
language still matters

5.
When a deal with an international client is stuck,
but you’re not sure why:
■ Bring on a member of your team that
speaks the client’s language
■ They can get to the heart of the
problem faster than anyone else
a quick sales secret:

6.
learn key
phrases.
■ Be very specific in your learning
■ Stick to what you
absolutely need
■ Show you’re willing to
put yourself out there
■ Have the confidence
to make mistakes
■ Learn the pleasantries:
→ “hello”
→ “how are you”
→ “thank you”
→ “goodbye”
→ “tasty”
→ “cheers”

7.
cultural
formalities. ■ Study the standard business customs
and rituals of your target region
■ Subtly demonstrate your level of
experience in the country
■ Performing the formalities puts your
international counterparts at ease
SMALL GESTURES CAN TAKE
ON LARGE IMPORTANCE

8.
rehearsal.
■ You want to make a strong impression
■ Plan for the scenarios you would least expect
■ Get everyone on the same page
■ Decide ahead of time who will be the
‘go-to’ or the ‘expert’ on certain subjects
ROLE-PLAYING IS AN
EXCELLENT WAY TO GET
IN THE PROPER MINDSET.

9.
What do you hope to get out of your next trip?
Make a series of goals that will guide your meeting.
Remember:
■ Not every flight leads to a deal
■ Building trust takes time
defining success.
Icons made by Freepik from www.flaticon.com

10.
Dream big, but set realistic
goals. You won’t always hit a
homerun, but lots of base-hits
can still lead to high scores.

11.
Read the full
post here.
Want more?
Head over to
the iC Blog!