Talking too fast (like a "New Yorker in California") isn't just a stylistic mismatch; it implicitly tells the customer the relationship is about you, not them. Adjusting your pace is a powerful, non-verbal way to demonstrate empathy and show you are willing to meet them in their world.
While not always politically correct to admit, a strong accent can be an initial barrier because it forces the prospect to focus more on understanding the words than on the value being communicated. The solution isn't to eliminate the accent, but to compensate by slowing down and enunciating clearly.
The goal of using a local phrase isn't fluency, but connection. Fumbling through a word shows you've made an effort to meet the client in their world. This act of trying is more appreciated than perfect execution because it demonstrates respect and a genuine desire to connect with them on their terms.
Don't assume a sales call's purpose is universal. In some cultures, like Vietnam, the goal is deep information exchange, and meetings run long. In others, like Spain, the focus is on relationship-building over extended, informal dinners. Misreading this core objective will lead to failure.
Cultural sensitivity isn't just for international sales. Within the U.S., local passions like college football function like a religion, influencing everything from wedding schedules to acceptable conversation topics. Misunderstanding these hyperlocal norms can be as damaging as a major international faux pas.
When selling cross-culturally, it's better to admit you're not an expert. Do your research, but also state that you understand you don't live in their world and what you've learned may not be perfectly accurate. This humility builds more trust than pretending to be a cultural insider, which can backfire.