intercultural sales us vs france
TRANSCRIPT
Meetings & PresentationsAmerican Style
Sarah Miller
Agenda
French vs American CultureMeetingsPursuing and KISS(ing) American ADDWIIFM
American vs French Business Culture
Low vs High Context
Americans: Low Context• Give main points• Linear: Example driven• Long-winded = lack of
filtering & processing• Indirect via suggestion
French: High Context• Give detail• Abstract: Theory driven• Stories around main point
• Too general is a lack of understanding
• Direct
Example
American French
A + B = C
Get to the Point
“Let’s theorize about what a customer really is….”• Americans don’t trust indirect answers• Price: be upfront• Have eferences/Case studies
• Current Clients
Time & Business Relationships
Americans: Task• Time = Money• Personal relationship later• What is my ROT?
French: Relationship• Relationship = Trust• Let’s get lunch
What to do?
• Stick to concrete facts (numbers, case studies)
• KISS (Keep It Stupid Simple)• Keep it focused on their needs• WIIFM
Uncertainty Avoidance
American: UA = - 38%
French: UA = +34%
“I don’t know if my product will work in the US”
“Let me show you how it works,my last client loved it and bought10!”
over
How to Adapt to +38 UA
Be prepared to:• Fake it!• Be flexible to new ideas• Move more quickly• Develop an elevator pitch
American Way• We control our destiny• Failing is learning• Self-made man = highly educated• We don’t care where you went to school• Ask a lot of questions
Body Language & Social Cues (hints)
Indirectness, attempting to be polite“In the interest of time”
• Clearning throat• Checking watch• Energy
What to do!
• Change tone – energetic• Move forward more quickly• Are you getting your point accross?
• Verbal Crutches • um, uh, so, basically, actually
• Engage• Ask questions• Show demo
Take-aways
You will torture your audience if:
• Not clear & concise• Info not relevant to THEM• No dialogue• Cannot get to the main point• Not include visuals• You let presentation speak (7 x 7)
Dating & Business
Agenda
• Homework• What to do if things go wrong• Closing the deal (when?)
Homework
Dating• What is the goal?• Who was her last
boyfriend?• Who is she hanging out
with now?• Many want to date her?• Uncomfortable questions
Business• What is the goal?• Who is your competition?• Growing market?• Competitive advantage• What if they ask you
about your references?• ROI?• How much?
Breaking the Ice!
Dating: Introduction• What do you do?• What do you bring to the
table?• Give her reasons to want to
know more• Ask her about herself
Business: Introduction• Who are you?• Elevator pitch• Can you fit their needs?• Ask about them & what
they are looking for
Meeting Time!
Dating: Body Language• Is she laughing at your
jokes?• Sitting close to you?• How is your energy?
OR
Business: Body Language • How is your energy?• Are you engaging?• Happy to be there?
OR
Beat the Competition
Dating Options
• Who does she normally date?• How are you similar, but
different? Better? • How and why did the last
relationship end?• What are the benefits of
choosing you?• Time, money & reputation
Business Options
• What are they using now?• Are they unhappy?• How is your offer different?
Better?• What are the benefits of
choosing your offer?• Time, money & reputation
Turn off? What to do!
During the Date
• Showing all your cards?• General picture• Save details for another
time• Ask her about herself• What kinds of guys does
she like?
During the Meeting
• Too many details?• KISS - Dumb it down!• Give a general picture• Ask about the company
Closing the Deal
Dating• No way José! • Need to talk to friends
Business• These things take time• Need to talk to team
Follow up
Post Date• Did you call her?• She won’t pursue you• Tell her something that you
liked• Ask her out again
Post Meeting• Did you follow up?• They won’t pursue you• Follow up with an action
item or question• Ask for another meeting
Remember
• Meetings are like dating• Be a minimalist• Keep your energy up• We’re busy!!! Return On Time!• Big picture: KISS• Focus on their needs• Save something for later• Follow up with a question
Resources
http://www.via-web.de/time-concept/http://work911.com/communication/taskrelationship.htmhttp://www.analytictech.com/mb021/cultural.htmhttp://www.suite101.com/content/us-cultural-trade-in-france-a44032