THREE TIPS FOR SELLING IN GERMANY
1. Be Exhaustively Prepared
2. Take Advantage of Conferences
3. Let Germans Proceed at Their Own Pace
1. BE EXHAUSTIVELY PREPARED
To sell in Germany, you need to be able to provide data on every aspect of your product or service. Germans will ask every question you can imagine and some you can’t. They consider this interrogation a necessary and integral part of doing business. Extensive preparation is considered one of the reasons for the quality of German products.
If you put yourself in the position of having to send an inquiry back to your company headquarters after every question, you will not be taken seriously as a business partner. And to be labeled “not serious” is a serious allegation in Germany.
Remember ...
Get Kiss, Bow, or Shake Hands, Sales and Marketing: The Essential Cultural Guide—From Presentations and Promotions to Communicating and Closing now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
