We are so excited to continue to offer Sales Hacks for the DACH Market and figured the best Topic for our first Issue is ๐ฅ๐ฅ๐ฅ
The 3 Golden Sales Rules in DACH
We've all been there...
But once you understand how buyers think, what they value, and how they make decisions, youโll find that DACH isnโt harderโitโs just different.
So letโs start with the 3 Golden Rules every seller needs to know:
Rule #1
Efficiency is King โ No fluff in emails. No long-winded cold call Intros. Get to the point, back it up with proof, and move on.
Rule #2
Trust is Earned, Not Given โ Forget "Letโs grab a coffee." Buyers here trust competence over small talk. This means if you say you'll send a proposal today, send it today.
Rule #3
WHID (GERMAN: Was habe ich davon?) โ The Buyers ask themselves 1 fundamental Question: What do I get from it?
Answer this question efficiently for that person, and you cover all 3 rules in 1 Call.
๐ก Bonus: Commitment Takes Time โ Even though it might take a bit more time to book a meeting, DACH buyers are known to be reliable once they do commit. In DACH, you find an average of 6.5% no-shows compared to markets like the U.S., with up to 20%.
Best Practices:
๐ Outreach:
- You can Personalise & Scale with the right Technique
Instead of spending 20 minutes figuring out how to write the first Email in your Sequence, use this template to personalise for the PERSONA and then scale with their pain points
๐ Discovery:
- Trust is built through Competence.
For us, trust is built through Doing. Your. Job. This means if you say you will send the summary email with the offer today, you will send the email TODAY.
For more on understanding how to work in different cultures check out Erin Meyer's Culture Map ๐
โ๏ธ Closing:
- Learn to enjoy the Silence
We are a logical market. Asking tough questions triggers our logical thinking. So when we're quiet it's because we are thinking, not because we're disagreeing.
Whatโs Next?
Soon our Podcast will go live! ๐
We are covering:
- Cold Calling with Jiri Siklar
- AI & Sales with Thibaut Souyris
- Discovery with Vinzenz Dimpflmaier
And much more ๐
Join the waiting list and stay updated!
How else can we help you?
I'm glad you ask! ๐
We can offer you:
- 1:1 Coaching ๐ Get in touch with [email protected]
- Try the Sales in DACH Academy* for FREE. ๐ Check it out here
*Disclaimer: The Academy is currently only available in German ๐ฉ๐ช - If you haven't yet - Sign up for this Newsletter and get weekly Sales Hacks for the DACH market - right into your inbox ๐ฅ
And that's it for today!
Happy selling & Keep on Shining โจ
Your Sales in DACH Team
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