#BlogTour “Everybody Works in Sales” by Niraj Kapur

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EWIS coverWe all work in sales. If you work for somebody, you earn a living by selling their product or service.

If you are self-employed, you earn a living by selling your product or service.

When you buy from Amazon, they always recommended other products similar to the ones you are purchasing or have already purchased – that’s selling.

When you download a song, movie or TV show from iTunes, they always recommend more similar products. That’s selling.

When you register for most websites, they sell their products or services to you through a regular email.

When you attend an exhibition at the NEC, London ExCel, Olympia, Manchester or even a local market, everyone is trying to sell you their product.

We all work in sales, yet few people know how to sell. Until now.

Containing 27 valuable lessons, plus 17 interviews with experts, Everybody Works in Sales combines unique storytelling and personal development to ensure you have the tools you need to do better in your career.

EXCERPT

Having always done business in the UK, for the first time, I was flying across the world, meeting customers in a monumental effort to win back their business by getting them to sponsor our awards and advertise in our magazine and website.

USA was a tough market to break into. We had gone from 60% market share when there was little competition in 2008 to 10% market share in 2011 when budgets had been reduced and more competitors popped up and worked from home – that meant they charged less money and being small, offered better service than a large corporation.

I wasn’t like every sales person just asking for money. I thoroughly researched everyone I met on LinkedIn, spent hours studying their websites to learn about their offering, took insight from the editorial team to share with every company I met and asked questions to show that I genuinely cared. Port of Los Angeles and Port of Long Beach, the two biggest ports in USA were absolute behemoths, with shipping containers stacked high and lasting for miles. After the meeting, they kindly told me it was refreshing to meet someone who had done their homework, offered value and didn’t try so hard close the deal.

With the internet, we can do business with anyone in the world – and that’s pretty amazing – but it has its limits. The internet connects us all, but it doesn’t really “connect” us on a business level. Connection is shaking someone’s hand, looking them in the eye while you speak, having drinks, eating a client’s local cuisine and appreciating the flavours and smell, respecting and experiencing the culture, appreciating an iconic building – you can’t do this sitting behind a computer.

USA

Everything was so big. Apart from New York, public transport is a pain, so you have to drive everywhere for hours. We’re so lucky in the UK to have the transport services we have. Ignore what you read about Americans, they’re not obsessed with money, they’re not all mid-westerners supporting Trump and they’re not all gun-raving nuts. They’re a welcoming nation with spectacular national parks.

 Canada

Every cliché about Canada is true. They’re lovely, kind, happy people. Tim Horton’s coffee is better than anything Starbucks produces and doing business with them is always an absolute joy.

Germany

I’ve spent more time here than anywhere in Europe. Germans are straight talkers, no nonsense. When they have a few beers, they open up and tell great jokes. The Vietnamese part of Hamburg serves the best food. As you would expect, everything runs efficiently.

 

Spain

Wonderful people. Treat you like family. They had less money to spend on advertising and fought over every Euro, however, a pleasure to work with, especially Port of Barcelona.

 Netherlands

Everyone is tall and beautiful. A bike-friendly city. Great to walk around Amsterdam. The Dutch always made me feel welcome. Port of Amsterdam became one of my best clients.

Belgium EWIS cover

Antwerp city centre is crammed with traffic. Waffles and beer are delicious.

Chocolates are incredible. Smallest airport I’ve ever seen. You have to fly by propeller plane which is a terrifying flight full bumps, jumps and shaking.

Japan

You can be animated with Americans and Canadians, not with the Japanese who prefer more conservative people. Never attempt to hard sell or you will scare them off. Most business is done through a middleman since the elders rarely speak English.

South Korea

People are amazing and becoming more westernized. Karaoke bars are where all the business transactions take place. South Koreans have a terrific sense of humour and are also wonderful hosts that will treat you like family.

China

One of the fastest growing nations on earth, yet people rarely answer the phone and hardly anyone has voice mail. They negotiate quickly without caring that much about value. Everyone has a western name on email and they take 6-9 months to pay invoices.. Primarily male-driven and like the Japanese, nobody questions authority.

Middle East

it’s like doing business in Hollywood. They act like your best friend, insist they’d love to work with you, then you don’t hear from them. Nobody ever admits they’re wrong. They call it “saving face.” They like big hotels, big money and the men talk a big talk. The English people here are easy to work with and enjoy sharing stories about living in a different world.

Italy

Most Italians I’ve worked with are happy to open a bottle of wine for a 9am meeting. Like the French, having wine, cheese and pastries seems to have no effect on their waistline, and the Italians also have pasta and pizza. A warm welcome always awaits you.

France

Never attempt to speak French unless you are fluent. They will look at you like you’re an alien. There’s always been a rivalry between France and England over who has the better wine (France) food (England) style (French) culture (British) and football team (debatable). These differences should bring us together, but they don’t. A tough place to do business so I recommend always trying to partner with a French person or French company and then trying to sell to them.

Study several phrases in every language, simple ones like “How are you” “I’m fine, thanks” Where is the toilet?” and “Your beer is better than the American’s”. That one is a favourite everywhere you travel.

 

RECAP

  • Traveling outside your country opens your mind to new possibilities.
  • Traveling helps you learn and appreciate more about the world.
  • Potential clients will always give you more time when you travel long distances to see them. That increases your chances of doing business.
  • Learn several basic phrases in every language before traveling.

Everybody Works in Sales is designed to help you do better in your career because we all work in sales. Available now on Kindle and paperback.

Amazon UK   |   Amazon US   |   Amazon CA   |   Amazon AU

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~ G I V E A W A Y ~

One lucky winner will win a signed print copy of Everybody Works in Sales!

Simply follow author Niraj Kapur on one of the following Social Media links then comment below with your user name for the link you chose! Giveaway runs through April 30th and is OPEN INTERNATIONALLY! *Prizes are awarded by and the responsibility of the author.*

Twitter     |   Goodreads   |     LinkedIn

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About Niraj KapurNiraj Kapur

Award-winning executive, Niraj Kapur, has worked in corporate London for 23 years.

From small businesses to a national newspaper to FTSE 100 and FTSE 250 companies, he’s experienced it all and shares his insight, knowledge, big wins and horrible failures.

Containing 27 valuable lessons, plus 17 interviews with experts, Everybody Works in Sales combines unique storytelling and personal development to ensure you have the tools you need to do better in your career.

Niraj has also had several screenplays optioned, sitcoms commissioned, kids’ shows on Channel 5’s Milkshake and CBBC. His movie, Naachle London, was released in select cinemas across the UK.

He’s working on his next book while advising companies and coaching individuals on how to improve their sales.

 

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