The Certified in Geographical Selling Culture™ designation is designed to educate Sales Professionals from outside of the United States on the particular steps, nuances, and etiquette during the sales process with American clients & prospects.
The courses are customizable and facilitated by actual salespeople that have conducted sales meetings in all 50 states and territories. They are intimately familiar with the nuances necessary for success in sales!
Topics include: Proper Greeting, Attire, Personal Space/Distancing, Seating Arrangements, and Conversational Etiquette.
Introverted versus Extroverted. Patient versus Impatient. Adapting your selling style based on the customer's personality type is paramount to success.
Urban versus Rural. North versus South versus Mid-West versus West Coast. This Module will discuss the distinctions between various geographical areas of the United States and how to adapt the sales presentation for success.
Product pitching without understanding the needs of the potential customer can detrimentally affect the chances of sales success. This module will delve into the Consultative Sales Process utilizing the transferrable SAW™ System.
This module will explore avenues for prospecting along with proven techniques for success.
Developing a long term relationship with US Customers requires a proper Cadence of Communication. This module will provide direction on how to conduct business during the entire sales and follow-up process.
This module concentrates on how to find common ground with a client that may have a diverse cultural background that differs from the Sales Professional.
Selling in the United States is fraught with sensitive subject areas that may be controversial to a client. This module will discuss techniques to determine and avoid these areas.
Objections and Stalls by clients is universal. How to handle them tactfully may vary greatly from region to region. This module will discuss techniques and strategies for overcoming objections...without upsetting the potential customer!