In Sales Training

Donald Kelly, The Sales Evangelist, Julio Vientos, Sales PodcastSales is universal. That’s a fact. However, what works in one country may not work in another. Culture and context are things you need to consider. In today’s episode of Sales from the Street, Julio Vientos talks about how selling is different in other parts of the world, Latin America specifically, and some challenges he encountered as well as strategies he implemented to rise above them.

Julio is currently working for a book publishing company where he serves as the executive director in their Spanish division handling international sales specifically across Latin America.

Here are the highlights of my conversation with Julio:

Julio’s major challenges:

Understanding the politics and different things you need to understand when selling in Latin America (ex. pricing and currency change)

Strategies Julio applied to face his challenges:

  1. Understand the customer’s point of view and the context in each country.

The reality that something might be out of your control and your client’s control may exist, but how can you help your customer? How can you be relevant? How can you make them understand your product is valuable?

  1. Study and research how things work in each country.

This will give you a better idea on how you can sell more effectively to your customer and both of you understand what’s going on in the country without necessarily pushing the sale.

Results Julio got from rocking these strategies:

  • Becoming an industry expert/consultant to his customers’
  • Building stronger relationships with clients
  • Once you gain the client’s trust, they buy not from the company but from you.

Julio’s Major Takeaway:

Build that relation with your customer. Don’t go with the mindset of making numbers. They’re important. But build the relation with your customer first. Once you do this, sales becomes less of an effort.

Episode Resources:

Connect with Julio by giving him a ring at 321-945-9681 or reach him through his Facebook page at facebook.com/juliovientos.

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