Sell more - globally

Jennifer Roberts, on behalf of Ekipa is offering its exclusive Intercultural Sales Cycles workshop covering all aspects of selling, fulfilling projects, and customer service based on real examples of interactions across cultures.

We’ll start with the major differences between your culture and that of USA/UK/EUR clients - those one, that affect your sales. Then we’ll take you through every aspect of a complete project sales and fulfillment cycle, from marketing, to sales, to fulfillment, and ongoing customer support.

We’ll use actual examples from your team’s work to see how interactions can be improved, and do in-person exercises designed to give you more insight into what your clients need.

We will cover the following topics:

• Cultural background of business in the US and Ukraine - similarities and differences
• What US companies expect of teams they partner with
• Difference between startups, medium and large corporations
• Worries and concerns of outsourcing
• Identify steps in sales process to improve and key traits to work on

• How to target the right leads and approach them
• How to impress USA clients with your promotional material
• Real life critique of participants’ material
• What to do, what to say: selling in writing and in person
• How to identify a warm vs. cold lead
• Answering objections: real life practice
• When to reach out, when to back off

• What your USA client expects in the sales process
• Assertive vs. stubborn, accommodating vs. pushover: avoid misunderstanding
• Real life practice of sales mannerisms
• What not to do when negotiating a contract