I
In all industries, people buy from people
– regardless of the product, service, or asset. The
initial sale originates with
a buyer and a seller forming a relationship based
on trust. Just as is true in domestic business, effective marketing
and sales require understanding the
other’s point of view, values, and perceptions. However, in international
business, additional layers come into
play because the buyers and sellers
can come from different cultures,
speak different languages, and have
different practices for establishing
trusting relationships. Additionally,
the products may not be available for
viewing locally requiring additional
activities to build trust. Think about
what it takes for you to buy products
over the Internet. What if the products or services are physically located
across the planet? People like to feel
safe when they make purchases.
What are some tips for establishing
trusting relationships?
Respect the other person’s concerns,
questions, and point of view. Ask
clarifying questions to ensure that
you understand their concerns and
questions. It is easy to jump to conclusions from hearing a few comments rather than questioning what
the other person is actually saying.
Language differences can lead to
misunderstandings. Biases and stories
of their past experiences can cloud
what is heard and perceived. Therefore, extra care needs to be taken to
be patient and ensure understanding.
Are they being polite and not asking
their real questions that would guide
their decision to continue the business relationship? Ask yourself:
a. What does the person actually
want to know?
b. What are they asking that I am
missing?
c. Could I let go of my preconceptions and allow the situation to
be other than what I think it is?
Be transparent and open about your
practices, products and services, and
business practices with clients/customers. All people have a sixth sense
or emotional intelligence that gives
them warning signals when something does not “feel right”. When
either of the two parties is hiding
something of significance about the
business, product, service, proof of
funds or capability to perform, the
other party can feel it. This leads to
mistrust, resistance, or distancing resulting ultimately is ending the business relationship and opportunity.
When both parties are open and up
front about all of the details that are
Long-lasting relation- relevant to performing as discussed
ships are based on mutual trust. This and agreed, they get comfortable
trust is built one day and experience with each other and become more
at a time. Rushing a person to buy receptive to doing business with each
before the relationship is established other. For example, if you are buying
can delay or destroy the possibility of precious gems or metals in another
doing business together. Pressuring country, you want to know the origin
the client to buy or sign before they of the assets, who has full documentare ready can be perceived as being ed ownership of the assets for sale,
aggressive or rude.
who is paying for shipping, taxes, and
insurance, what discounts and pricing
Consider how your trusted friend- is offered, what are the terms of sale,
ships developed over time. Your and so forth. These decisions need to
shared experiences built memo- be discussed openly and directly beries and history together. These cause the contract and execution of
shared memories of trust and sup- the sale and funding are based on it.
port strengthened the bond and re- Deals fall through when either party
lationship. Rarely does a meaningful, withholds information in early negolong-term relationship develop after tiations and later make demands that
one meeting or business dinner.
Be patient.
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