I just returned from the other side of the globe, having trained one of our multi-national Life Sciences clients on Question Based Selling. With an audience of salespeople and managers on hand representing most Asia-Pac regions, it turns out that there are more cultural similarities in the sales profession than differences.
For example, in what cultures do you suppose it’s important to gain credibility, convey value, or differentiate your value proposition? That’s right, those are important in all cultures. Thus, I took the opportunity to point out that just having a sales process in place no longer gives sales teams any advantage, because all of your competitors have a sales process in place too, and theirs is probably very similar to yours.
That’s where things got interesting, talking about “how” best to position the various products and services within the different companies and cultures. All around the world, someone who understands “how” to execute more effectively than the competition, and “how” to help the customer accomplish their objectives, will prevail over anyone whose sole focus is just trying to make a sale.
Congratulations to Singapore for their 50 year celebration of independence since 1965!