Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

Make your likes visible on Facebook?

Connect your Facebook account to Prezi and let your likes appear on your timeline.
You can change this under Settings & Account at any time.

No, thanks

Selling Ice to Eskimo

No description
by

Jäger Timea

on 12 February 2015

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of Selling Ice to Eskimo

What Did We Find Out?
-
"Doing your homework"
is the first step of the sales process
-
Research
the company and the decision maker
- Take into consideration
cultural differences
-
Smile
and
stand up
when calling
- Use the
alternative technique
-
Pay attention to
color psychology

- Use the
mirroring technique
-
LAARC
during the meeting
Why to “do your homework”?

to see the
opportunities
to develop a sales
strategy
to be on the
same page
with the buyer
to be able to make a
small talk


Researching The Customer

Everything!
What To Research?
Google is your best friend!
Where To Research?
Develop a sales strategy!
What To Do With The Information?
But Before You Call -Research The Culture!
Pay attention to these simple things!
Ready To Make The Cold Call?
Use color psychology!
One tip before the meeting...
Be like on a
first date

Pay attention to your non-verbal language
(Mirroring technique)

Handle objections
(LAARC)
During the meeting
Selling Ice to Eskimo
How are you going to sell your product?
as the
cheapest
as a
problem
solver
as the product which creates a
need
and fulfills it
as the product which appeals to image,
prestige
as the product which appeals to
emotions

Besides:
you will have
small talk
topics
you eliminate
objections
: “we don’t have money”, “I’m not the person who takes these decisions”

China
- Never give a watch as a present!
- Call people by their family name
e.g. Tan Fang Fang
- Entertain if you want to do business!
Hungary
- Family name is the first
e.g. Gal Jager Timea
- Call people by their family name
- Wife can use the husband's full name
e.g. Petőfi Sándorné
- chrysanthemums are for funerals
India and Bulgaria
Don't confuse head shakes
Where to research it?
http://www.ediplomat.com/
http://geert-hofstede.com/countries.html

Germany and Switzerland
Don't ever be late!

Stand up
Smile
Use references
The first 5 seconds count
Talk less, listen more
Use the alternative technique
brown
= stuffy
orange
= unprofessional
blue
= team player, trustworthy, conservative
black
= leadership,
red
= power but threat for same gender person
white
= organized
LAARC
Listen
don't jump in, wait and listen
Acknowledge
accept the objection
Assess
ask questions which open up the issue more
Respond
address their concerns carefully
Confirm
ask if you dealt with the objection, if not, repeat the process
Many years ago two salesmen were sent to Africa to investigate market potential.
The first salesman reported back,
"There is no potential here - nobody wears shoes."
The second salesman reported back,
"There is massive potential here - nobody wears shoes."

Timea
Gál Jäger
Planner - Business Academy
Turku University of Applied Sciences
Full transcript