{"id":364171,"date":"2024-05-21T02:11:37","date_gmt":"2024-05-21T02:11:37","guid":{"rendered":"http:\/\/savepearlharbor.com\/?p=364171"},"modified":"-0001-11-30T00:00:00","modified_gmt":"2024-05-21T02:11:37","slug":"","status":"publish","type":"post","link":"https:\/\/savepearlharbor.com\/?p=364171","title":{"rendered":"Million Dollar IT Sale\u2026..Lost<\/span>"},"content":{"rendered":"
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Lose Your Sale) How to lose an IT project sale.\u00a0<\/p>\n

My name is Paul Karol and I work as a director in a Russian IT company that mostly sells their products into the American Market. What we will discuss today was so costly for that company that I want to share this knowledge so that it doesn’t happen to other Russian IT companies.\u00a0<\/p>\n

Case Study<\/p>\n

Today I want to tell you about a sale that almost was. I was Consulting for this one company and they were involved in selling software to the United States. This one particular client was in contact with the sales manager for 2 months.<\/p>\n

Now this sales manager was very good at their job and they had a lot of charisma on the phone and in the text messages. However they specifically did not know something that cost them a large contract.\u00a0<\/p>\n

1. In Russia it’s respectful not to talk about your personal life because you feel that you’re wasting someone’s time if you do not know them well.\u00a0<\/p>\n

2. In the United States once you have been talking with somebody for a couple of months you would start to consider them sort of a friend.\u00a0<\/p>\n

The Russian IT sales manager had not been in contact with this client for about a week and this was unusual.\u00a0<\/p>\n

They were worried.\u00a0<\/p>\n

Then the text message came that said this.\u00a0<\/p>\n

«I’m sorry Marina that I have not been in contact with you for some time. I took my family and kids to the Lakeside and we enjoyed some time by the beach.»\u00a0<\/p>\n

The Russian IT sales manager did not know how to think about this and they asked this question.\u00a0<\/p>\n

» So, do you want to buy our product?»\u00a0<\/p>\n

The American CEO became very upset.<\/p>\n

Do you know why he was upset?<\/p>\n

Actually what the Russian sales manager did accidentally was very much like saying f$#@ you.\u00a0<\/p>\n

Do you understand why?\u00a0<\/p>\n

He felt a connection with this sales manager and he had gotten to know her over 2 months and felt that he could open his family and a little bit about his personal life to her as a show of respect and Mutual understanding.\u00a0<\/p>\n

When the Russian sales manager went straight to business it felt like a big slap in his face.\u00a0<\/p>\n

They lost the very large contract.\u00a0<\/p>\n

Now here is Kristina Pashnina to give a Russian perspective.\u00a0<\/p>\n

Americans always need closure.\u00a0<\/p>\n

From a Russian perspective, America\u2019s are too sensitive.\u00a0\u00a0<\/p>\n

\u201cLook at me) I was on a vacation. Having a good time.»\u00a0<\/p>\n

Why should I speak about this?\u00a0<\/p>\n

A high-level man should always be working hard.\u00a0<\/p>\n

Just do your job.<\/p>\n

Paul Karol:\u00a0<\/p>\n

Wow\u00a0<\/p>\n

The Sales manager was waiting for a direct answer: a yes or no.\u00a0<\/p>\n

It was stepping on her pride. It also made her mad.\u00a0<\/p>\n

The proper answer:\u00a0<\/p>\n

the one that would keep you from losing the sale……<\/p>\n

» I’m really glad you had a chance to get away with your family. I know it’s important to have some rest and spend some time with your children.\u00a0<\/p>\n

So what have you thought about our product?»<\/p>\n

I sincerely hope this helps others for making the same very costly mistake. <\/p>\n<\/p>\n<\/div>\n<\/div>\n<\/div>\n

<\/div>\n


\u0441\u0441\u044b\u043b\u043a\u0430 \u043d\u0430 \u043e\u0440\u0438\u0433\u0438\u043d\u0430\u043b \u0441\u0442\u0430\u0442\u044c\u0438 https:\/\/habr.com\/ru\/articles\/783570\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

<\/div>\n
\n
\n
\n
\n

Lose Your Sale) How to lose an IT project sale.\u00a0<\/p>\n

My name is Paul Karol and I work as a director in a Russian IT company that mostly sells their products into the American Market. What we will discuss today was so costly for that company that I want to share this knowledge so that it doesn’t happen to other Russian IT companies.\u00a0<\/p>\n

Case Study<\/p>\n

Today I want to tell you about a sale that almost was. I was Consulting for this one company and they were involved in selling software to the United States. This one particular client was in contact with the sales manager for 2 months.<\/p>\n

Now this sales manager was very good at their job and they had a lot of charisma on the phone and in the text messages. However they specifically did not know something that cost them a large contract.\u00a0<\/p>\n

1. In Russia it’s respectful not to talk about your personal life because you feel that you’re wasting someone’s time if you do not know them well.\u00a0<\/p>\n

2. In the United States once you have been talking with somebody for a couple of months you would start to consider them sort of a friend.\u00a0<\/p>\n

The Russian IT sales manager had not been in contact with this client for about a week and this was unusual.\u00a0<\/p>\n

They were worried.\u00a0<\/p>\n

Then the text message came that said this.\u00a0<\/p>\n

«I’m sorry Marina that I have not been in contact with you for some time. I took my family and kids to the Lakeside and we enjoyed some time by the beach.»\u00a0<\/p>\n

The Russian IT sales manager did not know how to think about this and they asked this question.\u00a0<\/p>\n

» So, do you want to buy our product?»\u00a0<\/p>\n

The American CEO became very upset.<\/p>\n

Do you know why he was upset?<\/p>\n

Actually what the Russian sales manager did accidentally was very much like saying f$#@ you.\u00a0<\/p>\n

Do you understand why?\u00a0<\/p>\n

He felt a connection with this sales manager and he had gotten to know her over 2 months and felt that he could open his family and a little bit about his personal life to her as a show of respect and Mutual understanding.\u00a0<\/p>\n

When the Russian sales manager went straight to business it felt like a big slap in his face.\u00a0<\/p>\n

They lost the very large contract.\u00a0<\/p>\n

Now here is Kristina Pashnina to give a Russian perspective.\u00a0<\/p>\n

Americans always need closure.\u00a0<\/p>\n

From a Russian perspective, America\u2019s are too sensitive.\u00a0\u00a0<\/p>\n

\u201cLook at me) I was on a vacation. Having a good time.»\u00a0<\/p>\n

Why should I speak about this?\u00a0<\/p>\n

A high-level man should always be working hard.\u00a0<\/p>\n

Just do your job.<\/p>\n

Paul Karol:\u00a0<\/p>\n

Wow\u00a0<\/p>\n

The Sales manager was waiting for a direct answer: a yes or no.\u00a0<\/p>\n

It was stepping on her pride. It also made her mad.\u00a0<\/p>\n

The proper answer:\u00a0<\/p>\n

the one that would keep you from losing the sale……<\/p>\n

» I’m really glad you had a chance to get away with your family. I know it’s important to have some rest and spend some time with your children.\u00a0<\/p>\n

So what have you thought about our product?»<\/p>\n

I sincerely hope this helps others for making the same very costly mistake. <\/p>\n<\/p>\n<\/div>\n<\/div>\n<\/div>\n

<\/div>\n


\u0441\u0441\u044b\u043b\u043a\u0430 \u043d\u0430 \u043e\u0440\u0438\u0433\u0438\u043d\u0430\u043b \u0441\u0442\u0430\u0442\u044c\u0438 https:\/\/habr.com\/ru\/articles\/783570\/<\/a>
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