Build Rapport And Trust With Overseas Buyers To Boost Sales

Achieve more sales through deeper connections with overseas buyers in sales meetings, negotiations, calls or trade shows

What you'll learn

 Use techniques to learn how to build rapport and gain the trust of overseas buyers and recognize how they make purchasing decisions, wherever they’re from.

 Learn how to conduct effective meetings, ask the right questions, and use psychological triggers to boost sales with your overseas buyers.

 Create stronger connections when communicating with your overseas buyers, during cold sales calls or when sending emails.

 Learn practical negotiation strategies that leverage the rapport and trust you’ve built, according to various environments and norms.

 Learn how to approach, engage and qualify overseas participants and potential buyers visiting your exhibit booth at international trade shows.

 Overcome the anxiety of meeting strangers at industry networking events and learn how to approach potential buyers and master small talk with them.

Requirements

Anyone with basic domestic or international sales experience. Or those who are interested in launching their career in sales.

Description

As the saying goes, "People prefer to buy from those they know, they like, and they trust."Can you become someone people want to buy from? Absolutely—because it’s not about you. Earning likeability and trust as a salesperson is all about focusing on the buyer, no matter where they’re from.Once you’ve built strong rapport and deep trust, buyers feel comfortable revealing their pain points and needs to you, making negotiations more effective by tailoring your solutions to them. This leads to favorable purchasing decisions and results in more sales. Maintaining rapport and trust encourage your buyers to return, turning them into loyal customers.What is rapport and why is it critical in sales?In sales, rapport refers to the close, cooperative, and empathetic relationship between a buyer and seller. It’s about understanding each other’s ideas, emotions, and needs, while effectively communicating them.In actual fact, building rapport with an overseas buyer means personalizing your approach by getting to know your buyer’s uniqueness, asking insightful questions, showing genuine interest in his circumstances, and offering relevant, customized solutions. Ultimately, it’s about ensuring your buyer enjoys doing business with you and is motivated to return for more.However, not everyone knows how to or takes the time to truly understand their overseas buyers' individual needs. Many businesspeople miss out on significant overseas sales opportunities and fall short of their sales targets because they aren’t able to connect deeply with overseas buyers, whose purchasing decisions are influenced by unique needs and distinctive cultural factors.The biggest force disrupting global markets today isn’t technology—it’s the customer. B2B buyers worldwide are ever more informed, with direct access to a wealth of product information and market insights. In fact, it's estimated that up to 70% of B2B purchasing decisions are made before buyers even speak to a salesperson.Therefore, to hit your sales targets, first it’s essential that you can connect with your buyers and position yourself as a trusted advisor, whether during face-to-face sales meetings, in negotiations, on the phone, at international trade shows, conferences, or industry networking events. More than ever, you must know how to cultivate deeper personal connections and build trust with your overseas buyers, no matter their culture or country of origin.Why should you take this course?If you're serious about building meaningful and trusted relationships with overseas buyers and achieving more overseas sales, this course is for you.This course is designed not only to help you create better connections with overseas buyers, but also to deliver more leads, conversions, and sales. In fact, by making these skills part of your personal development, you'll also be able to connect easily with anyone and elevate various aspects of your professional life.By the end of this course, you will understand what motivates your overseas buyers’ purchasing decisions by asking the right questions to uncover their unique likes and dislikes, and what influences their choice of suppliers. More importantly, you’ll have all the tools and strategies you need to grow your sales with overseas buyers, no matter where, how or when you meet and interact with them.In this course, you will learn how to:- Recognize the critical role that rapport and trust play in overseas sales and the value of cultivating strong connections with overseas buyers.- Understand and use practical techniques to deal with key cross-cultural differences of overseas buyers. You will learn why rapport building with overseas buyers is inherently unique and challenging. You will learn how to gain their trust and recognize how overseas buyers make purchasing decisions, in accordance with their specific culture.- Build and maintain rapport during sales meetings. You will learn how to conduct effective meetings, ask the right questions, and use psychological triggers to boost sales with your overseas buyers.- Create strong connections when communicating with your overseas buyers. You will learn how to initiate cold sales calls and engage overseas buyers in the first few minutes of your calls. You’ll also learn communication techniques and etiquette that helps build rapport in cold sales emails.- Learn practical negotiation strategies that leverage the rapport and trust you’ve built, according to various circumstances, giving you an edge to close deals with overseas buyers from different cultural background.- Build rapport and trust with participants at international trade shows, either as an attendant or as an exhibitor. You will learn how to approach and engage with overseas buyers visiting your exhibit booth, qualify them and present your products in a way that builds trust and generates sales.- Maximize the benefits of attending international conferences by knowing how to approach and engage with other international attendees and potential customers.- Build rapport and trust by overcoming the anxiety of meeting strangers at social and industry networking events. You’ll learn tips to approach others, introduce yourself and use proper body language, and make connections through effective small talk and leave a lasting positive impression with sales prospects or people in general.What makes this course unique? Few courses focus on practical skills, tips and strategies for building rapport and trust with overseas buyers and increasing B2B sales. This course reveals actionable approaches and steers clear of academic concepts.Who is this course for? This course is designed for anyone looking to boost their B2B sales with overseas buyers. Whether you’re new to engaging with overseas clients or have years of experience, you’ll come closer to achieving more sales by building stronger rapport and trust.Course requirements:Anyone with basic domestic or international sales experience. Or those who are interested in launching their career in sales.

Overview

Section 1: Introduction: What is Rapport

Lecture 1 Introduction to Course

Lecture 2 Self-Introduction

Lecture 3 My Early Encounters with Building Rapport and Earning Trust

Lecture 4 Why Building Rapport Matters So Much in Sales

Lecture 5 Overview of the Course

Section 2: Building Rapport & Trust and Understanding Purchasing Decisions Across Cultures

Lecture 6 Introduction

Lecture 7 Rapport, Trust and Purchasing Decisions according to Communication Style

Lecture 8 Rapport, Trust and Purchasing Decisions according to Relationships

Lecture 9 Rapport, Trust and Purchasing Decisions according to Perception of Time

Lecture 10 Rapport, Trust and Purchasing Decisions according to Hierarchy

Lecture 11 Rapport, Trust and Purchasing Decisions according to Confrontational Style

Lecture 12 Rapport, Trust and Purchasing Decisions according to Decision-making Style

Section 3: Building Rapport and Trust During Sales Meetings with Overseas Buyers

Lecture 13 Introduction

Lecture 14 Building Rapport and Trust Before and During Sales Meetings - Part I

Lecture 15 Building Rapport and Trust Before and During Sales Meetings - Part II

Lecture 16 Common Mistakes During Sales Meetings

Lecture 17 How to Conduct a First Sales Meeting with a Prospective Overseas Buyer - Part I

Lecture 18 How to Conduct a First Sales Meeting with a Prospective Overseas Buyer - Part II

Lecture 19 How to Ask Good Rapport Building Questions

Lecture 20 How to Make a Rapport Building B2B Sales Pitch

Lecture 21 How to Leverage Psychological Triggers to Boost Sales

Section 4: Building Rapport and Trust in Cold Sales Calls and Emails

Lecture 22 Introduction

Lecture 23 Choosing Between Cold Calls and Cold Emails

Lecture 24 Why Building Rapport During Phone Calls is Tricky but Important

Lecture 25 The Importance of the First 30 Seconds of a Cold Sales Call - Part I

Lecture 26 The Importance of the First 30 Seconds of a Cold Sales Call - Part II

Lecture 27 The Importance of the First 3 Minutes of a Cold Sales Call

Lecture 28 Maintaining Their Attention After the First Critical 3 Minutes of the Call

Lecture 29 Common Mistakes When Making Cold Sales Calls

Lecture 30 The Perils of Sending Cold Sales Emails

Lecture 31 How to Personalize a Cold Sales Email that Builds Rapport

Lecture 32 How to Use Email Etiquette to Build Rapport and Trust with Your Prospect

Section 5: Building Rapport and Trust When Negotiating with Overseas Buyers

Lecture 33 Introduction

Lecture 34 Building Rapport and Trust in International Negotiations

Lecture 35 Main Causes if Cross-Cultural Negotiations Failures

Lecture 36 Differences in the Role of Relationship in Negotiations Across Cultures

Lecture 37 Differences in Negotiations According to the Level of Formality

Lecture 38 Differences in Negotiations According to the Level of Risk Tolerance

Lecture 39 Differences in Negotiations According to Emotional Expression

Lecture 40 Understanding How the Concept of BATNA is Interpreted in Different Cultures

Lecture 41 Taking Advantage of Anchoring in International Business Negotiations

Section 6: Building Rapport and Trust at International Trade Shows

Lecture 42 Introduction

Lecture 43 Why Building Rapport and Trust at Trade Shows is Crucial

Lecture 44 Useful Tips to Maximize Your Trade Show Presence from the Beginning - Part I

Lecture 45 Useful Tips to Maximize Your Trade Show Presence from the Beginning - Part II

Lecture 46 How to Approach Visitors at Your Trade Show Booth

Lecture 47 How to Qualify Prospects and Leads Visiting Your Booth - Part I

Lecture 48 How to Qualify Prospects and Leads Visiting Your Booth - Part II

Lecture 49 Beware of Trade Shows Sidekicks

Section 7: Building Rapport and Trust at International Conferences

Lecture 50 Introduction

Lecture 51 Preparing Before the Conference

Lecture 52 Knowing How to Optimize Your Attendance in Conference Sessions

Lecture 53 Leveraging Conference Meals and Coffee Breaks

Lecture 54 Networking on Social Media During the Conference

Lecture 55 Following Up With Everyone After the Conference

Section 8: Building Rapport and Trust During Industry Networking Events

Lecture 56 Introduction

Lecture 57 The Benefits of Having Good Networking Skills

Lecture 58 Entering a Networking Event and Approaching Strangers

Lecture 59 How to Choose and Join the Groups You Wish to Approach

Lecture 60 Knowing When to Hand Out Business Cards

Lecture 61 How to Do a Proper Self-Introduction

Lecture 62 How to Engage in Small Talk Properly

Lecture 63 Using the Right Body Language When Making Small Talk at a Networking Event

This course is designed for anyone looking to boost their B2B sales with overseas buyers. Whether you’re new to engaging with overseas clients or have years of experience, you’ll come closer to achieving more sales by building stronger rapport and trust.