Walk Like a Giant, Sell Like a Madman

5.3. Getting Curious

Perhaps the best way to adapt to a marketplace that is becoming increasingly global and multicultural is to become curious about other people and cultures. If you encounter a prospective client about whose background you are unsure, start asking questions. Ask where she is from, what her needs are, and what sorts of information she needs to make a well-informed purchase decision. People from some cultures may be more verbally oriented and need to hear what you have to say about your products. People from other cultures may need to sample the product or take it for a test drive.

By expressing genuine curiosity about a person's culture and how the person's cultural background influences his or her needs, you demonstrate that you are sincerely interested in learning more about that person. Never assume anything. Greet your customer verbally, let your customer make the first move, ask questions, and then follow the customer's lead.