Research International Markets

International Sales

My recent article on the definition of an International Sales Specialist raised a few questions on what makes a good international sales specialist.

Broad Base Of International Skills

First, I have to say that I distinguish different levels of international skills. The experts are easy to identify. They always remain professional no matter where they are.

Their experience in multiple cultures is almost palpable.

They do not get unnerved easily.
They do not need guidance often in adapting to new cultures.
If they need to ask a question it sounds like a question from another native and not a foreigner.

Here is something interesting…

All of the people I have met with expert international skills have been more quiet in nature. They do not boast about their experience. They have a certain humility about them.

Their quietness is a distinct contrast to the “international experts” with “expertise” in a small number of different cultural environments or regions.

International skills cover a broad range of interpersonal skills that help you adapt to different business environments.

Ability To Adapt To Different Cultures

Now, there are some people who do acquire international skills but do not adapt to different cultures well.

For example, these are people who live in a foreign country, but do not make the effort to understand and meet the other culture.

In addition to international skills, you need to be able to adjust yourself personally to different cultures.

Solid Basic Sales Skills

This is fairly obvious. To be a good international sales specialist you need good basic sales skills. And a strong broad base of basic skills will get you further than specialized sales skills.

In cross-cultural communication you usually need to simplify both what you say and how you say it.

Clear Vision Of Business Strategy

And this leads into needing a clear vision of your business strategy and an ability to quickly identify your clients business strategy.

The reason for this is again due to cross-cultural communication differences, your communication needs to clear and consistent. And you can only communicate clearly and consistently and make international sales, when you have a very clear vision of the business strategies of both parties.

This is also the best way to navigate different business practices. When you have good basic sales skills and the ability to see the whole picture, you will see how to get where you want to go.

Success Comes With Experience

In summary, a good international sales specialist needs

Strong international skills
The ability to adapt to different cultures

Both of these, should be acquired through experience with different cultural groups in different regions. Diversity broadens these personal skills.

In addition, a good international sales specialist also needs these professional skills:

Solid basic sales skills
Clear vision of business strategy

There are different levels of expertise in all of these skills. And the ability to adapt to a wide variety of cultures often depends on the person’s personal development in cross-cultural skills.

Read more on Culturally Customized Content in these articles:
- What Is An International Sales Specialist?
- Learning International Skills From A Course Or A Book
- Up-Sell Expectations Across Cultures