Understanding and adapting to cross cultural differences in business is important to know when pursuing business with prospects from different cultures.
Cultural competency training focused on intercultural business skills provides key insights on how to successfully win business from prospects from different cultures.
Whatever your cultural background, if you do not understand a prospect’s cultural “way of doing business”, you will tend to automatically try to do business “your way”- the way that business is conducted in your culture since that is the only culture you really know. That approach can lose you business.
You are trying to sell to a culturally-different person “culturally blind”. They can be very sensitive to your lack of interest in their culture’s “way of doing business”.
That can result in you being seen by the culturally-different prospect as you being culturally offensive in a number of ways. They can interpret that you do not understand nor respect their culture. As a result, they decide you cannot relate to them and they cannot relate to you. You do not win their trust and as a result, lose their business. They drift away.
For example, the Asian cultures perceive that process of doing business is as important as the business opportunity itself. In contrast, Americans and Canadians tend to be much more interested obtaining the business and the process is of secondary importance as long as it is ethical. They see you as an overly aggressive sales person.
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