Intercultural sales presentation I put together while serving as an International Trade Advisor for UBIFRANCE. It's a fun one!

1. Meetings & Presentations
American Style
Sarah Miller

2. Agenda
French vs American Culture
Meetings
Pursuing and KISS(ing)
American ADD
WIIFM

3. American vs French
Business Culture

4. Low vs High Context
Americans: Low Context
• Give main points
• Linear: Example driven
• Long-winded = lack of
filtering & processing
• Indirect via suggestion
French: High Context
• Give detail
• Abstract: Theory driven
• Stories around main point
• Too general is a lack of
understanding
• Direct

5. Example
American French
A + B = C

6. Get to the Point
“Let’s theorize about what a
customer really is….”
• Americans don’t trust indirect answers
• Price: be upfront
• Have eferences/Case studies
• Current Clients

7. Time & Business Relationships
Americans: Task
• Time = Money
• Personal relationship later
• What is my ROT?
French: Relationship
• Relationship = Trust
• Let’s get lunch

8. What to do?
• Stick to concrete facts (numbers, case studies)
• KISS (Keep It Stupid Simple)
• Keep it focused on their needs
• WIIFM

9. Uncertainty Avoidance
American: UA = - 38% French: UA = +34%
“I don’t know if my product will
work in the US”
“Let me show you how it works,
my last client loved it and bought
10!”
over

10. How to Adapt to +38 UA
Be prepared to:
• Fake it!
• Be flexible to new ideas
• Move more quickly
• Develop an elevator pitch
American Way
• We control our destiny
• Failing is learning
• Self-made man = highly educated
• We don’t care where you went to school
• Ask a lot of questions

11. Body Language & Social Cues
(hints)
Indirectness, attempting to be polite
“In the interest of time”
• Clearning throat
• Checking watch
• Energy

12. What to do!
• Change tone – energetic
• Move forward more quickly
• Are you getting your point accross?
• Verbal Crutches
• um, uh, so, basically, actually
• Engage
• Ask questions
• Show demo

13. Take-aways
You will torture your audience if:
• Not clear & concise
• Info not relevant to THEM
• No dialogue
• Cannot get to the main point
• Not include visuals
• You let presentation speak (7 x 7)

14. Dating & Business

15. Agenda
• Homework
• What to do if things go wrong
• Closing the deal (when?)

16. Homework
Dating
• What is the goal?
• Who was her last
boyfriend?
• Who is she hanging out
with now?
• Many want to date her?
• Uncomfortable questions
Business
• What is the goal?
• Who is your competition?
• Growing market?
• Competitive advantage
• What if they ask you
about your references?
• ROI?
• How much?

17. Breaking the Ice!
Dating: Introduction
• What do you do?
• What do you bring to the
table?
• Give her reasons to want to
know more
• Ask her about herself
Business: Introduction
• Who are you?
• Elevator pitch
• Can you fit their needs?
• Ask about them & what
they are looking for

18. Meeting Time!
Dating: Body Language
• Is she laughing at your
jokes?
• Sitting close to you?
• How is your energy?
OR
Business: Body Language
• How is your energy?
• Are you engaging?
• Happy to be there?
OR

19. Beat the Competition
Dating Options
• Who does she normally date?
• How are you similar, but
different? Better?
• How and why did the last
relationship end?
• What are the benefits of
choosing you?
• Time, money & reputation
Business Options
• What are they using now?
• Are they unhappy?
• How is your offer different?
Better?
• What are the benefits of
choosing your offer?
• Time, money & reputation

20. Turn off? What to do!
During the Date
• Showing all your cards?
• General picture
• Save details for another
time
• Ask her about herself
• What kinds of guys does
she like?
During the Meeting
• Too many details?
• KISS - Dumb it down!
• Give a general picture
• Ask about the company

21. Closing the Deal
Dating
• No way José!
• Need to talk to friends
Business
• These things take time
• Need to talk to team

22. Follow up
Post Date
• Did you call her?
• She won’t pursue you
• Tell her something that you
liked
• Ask her out again
Post Meeting
• Did you follow up?
• They won’t pursue you
• Follow up with an action
item or question
• Ask for another meeting

23. Remember
• Meetings are like dating
• Be a minimalist
• Keep your energy up
• We’re busy!!! Return On Time!
• Big picture: KISS
• Focus on their needs
• Save something for later
• Follow up with a question

24. Talk to me!
Sarah Miller
SarahMillerSF@gmail.com
https://www.linkedin.com/in/sarahlmiller

25. Resources
http://www.via-web.de/time-concept/
http://work911.com/communication/taskrelationship.htm
http://www.analytictech.com/mb021/cultural.htm
http://www.suite101.com/content/us-cultural-trade-in-
france-a44032