Many textbooks and articles on sales stress the sequential steps of selling from approaching a customer to signing a contact as prerequisites to successful selling. These steps are important knowledge, but they should not be followed in all selling environments. For example, when someone walks into a furniture store and is ready to buy a dining set, active listening and observation are key factors to find out the needs, wants, and motives of the potential customers. This, ultimately will pave the road to successful selling practices.
In the meantime, Piaget Consulting, offers a wide range of training programs for the expatriates’ salespeople and the sales managers with overseas missions. This includes the cultural sensitivities and deeper understanding of the buying practices of the host country. There will be a host of training programs for the process of repatriation.