Learn how Western buyers actually think, buy, and make decisions.
A practical workshop for manufacturers and export teams that want better conversations, stronger relationships and more opportunities in Western markets.
Discuss a workshop
An excellent factory still needs great communication.
Product quality, certifications, and capacity matter, however, listing them too early in a conversation may actually be detrimental.
Luke helps sales teams see the process from the buyer's perspective and guides sales teams to develop effective and efficient ways to communicate with Western companies.
Give your team the confidence to sell beyond the specification sheet.
Luke's training focuses on the communication skills needed to build trust and relationships with Western buyers.
Learn how to approach Western buyers with the best chance of success.
Discover how to prepare for, engage in, and get the best results from a meeting with your prospective clients.
Learn how to follow up after the meeting, build the client's trust and move the relationship towards an order.
Sales training grounded in the markets you want to reach.
Designed for Chinese manufacturers and export sales teams seeking business in Australia, the UK, Europe and the United States.
Every workshop is tailored to your company’s specific requirements and can include live review of your team's existing sales emails, website, customer approach and follow-up process.
Training is delivered in person at your premises, with half- and full-day options. Topics covered include:
- Understanding how Western buyers assess suppliers
- How to get a buyer to respond to your first contact
- Writing emails Western customers actually read
- Preparing for and conducting sales meetings
- Building trust without overselling
- Following up without becoming an annoyance
Additional consulting is available to review your website, sales materials and customer communications from a Western buyer's perspective.
Who this training is for
- Export sales teams selling to Australia, Europe, the UK or United States
- Chinese manufacturers looking to build stronger direct relationships with customers
- Companies attending international trade fairs
- Sales teams struggling to convert enquiries into long-term customers
Learn from someone who buys as well as sells.
Luke Chant is an Australian business owner with more than 20 years’ experience building businesses and international relationships. Through his various businesses, he has negotiated directly with manufacturers in China, bought products for the Australian market and built and developed brands across Australia. He knows what it is like to be on both sides of a supplier conversation.
Luke has trained sales teams and spoken at international business conferences in Australia, Fiji and the Philippines. His training draws on that first-hand experience: what makes a buyer actually listen, trust a supplier and feel confident enough to place an order?
Contact Luke today to find out how he can help develop your sales team.
What would your export team do differently if they understood the buyer’s side?
Contact Luke to discuss your sales team, the markets you’re targeting and how the training can be tailored to your business.
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