• Solution Selling to Westerners
  • Master the cultural and strategic aspects tools to succeed!
  • Personalized coaching enabling Chinese sales professionals to build the critical thinking, cross-cultural and negotiation skills to succeed when selling cross-culturally to westerners.
  • Objectives
    The ability to sell cross culture begins with awareness and understanding. Our coaches will give you the tools to view problems from your customers' perspectives and develop solutions that meet his needs. You will gain the abilities of:
    Critical Thinking
    - Develop the skills to and frameworks to analyze your customers' problems
    - Develop the ability to collaborate with your customers to outline appropriate solutions
    - Learn how to present solutions in ways that will show you understand your clients' needs
    Communicating Globally
    - Learn key competencies for communicating with customers in a multi-cultural environment
    - Develop self-correcting behavior when encountering an unfamiliar culture
    - Learn effective ways to build relationships with foreign customers
    Cross-Cultural Sales Negotiations
    - Understand the differences how Chinese and westerners approach negotiations
    - Practice writing
    - Learn frameworks for dealing with different sales situations
    - Learn how to achieve the win-win in negotiations with foreigners
  • Problems Addressed
    Our coaches will use an inquisitive and conversant approach to address some of the most common problems facing Chinese sales professionals who are selling in a western international environment including:
    - What are the key differences between Chinese and western approaches to sales negotiations?
    - How can I build meaningful relationships with my (western) customers?
    - How do I develop solutions that will impress my (western) customers and show that I understand and care about their problem?
    - What can I do to improve my chances for success when selling to westerners?
    - How can I improve my negotiation abilities with westerners?
  • Course Topics
    Based on your assessment and needs analysis, your coach will recommend specific session topics to guide your live 1-on-1 coaching. Sessions included with this course are:
    • BA06.05: Global Business Culture
      Learning Objective:
      Key Terms: ethnic, national, stereotype, globalization

      Firstly:
      Look at modern views of national and global culture.
      Secondly:
      Discuss global business culture.
      Thirdly:
      Develop a framework for dealing with someone of a different national culture from your own.
    • 200
      100
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    • BA06.06: Organizational Culture
      Learning Objective:
      Key Terms: organization, values, symbols, norms, tribe, inspire, innovation

      Firstly:
      Discuss factors that create an organization's culture.
      Secondly:
      Examine a tribal model of organizational culture
      Thirdly:
      Develop your own awareness of how you can both ¡®fit' more effectively with your own company's culture and also positiv
    • 200
      100
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    • BA06.07: Cross-Cultural Relationships
      Learning Objective:
      Key Terms: exposure, intent, miscommunication

      Firstly:
      Understand how to best work with those from another culture.
      Secondly:
      Be better at integrating our own expectations into reality.
      Thirdly:
      Implement a more receptive approach to relating to others.
    • 200
      100
      View Video
      View PSA
      Schedule Class
      Add to list
    See all sessions >
  • Course Coaches
    ILE is defined by having the industry's most engaging and experienced coaches. For this course, students have exclusive access to ILE's most senior C-Level coaches, including:
    See all coaches >
  • What's Included
    Global Readiness Assessment & Report
    Personalized Needs Assessment & MatchStar Coach Recommendations
    Exclusive Access to ILE's Senior C-Level Coaches
    1-on-1 Private Sessions, Online, Whenever/Wherever You Want
    Personalized Sales Competencies Frameworks
    The Ability to Approach Your Foreign Customers with Confidence!
  • How It Works
    Step1: Set up your ILE account, complete your student profile
    Step2: Complete your assessment and Needs Analysis. Receive your personalized coaching plan and MatchStar coach recommendations.
    Step3: Use our cloud-based learning management system to schedule live, 1-on-1 coaching sessions at times that fit your busy schedule.
    Step4: From your mobile device, tablet or computer, meet your coach and begin the journey of self-improvement.
  • Testimonials
    "Tom, I have learned a great deal from the ILE Business Writing course and been able to benefit from using it at work. My supervisor is very pleased with my e-mails. Thanks for all your help and support. Keep up the good work!"
    "May Nong
    PR Manager, Google
    "I just wanted to thank you again Susan for helping me gain clarity in my business writing, helping me put together my first executive summary (even if you did not know it!), and for all the tips on managing all the information I gather on a daily basis. I have to write in English almost every day, and this course was invaluable for my job. "
    "Vivian Liu
    Editor, Financial Times
    "I write highly technical proposals. This course helped me tremendously to organize and express technical solutions to our non-technical readers so they clearly understand our benefits. Thank you ILE for making me better at my job!"
    "Medical Research Director
    Johnson & Johnson
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