A dinner in China

The next step changed my career from IT to sales. With the support of my family members, to whom I am very thankful, I moved into the transportation industry as International Sales Manager. We worked with buses, locomotives and wagons.

Suddenly I was not the person who builds the system. I was the person who has to win the deal. I learned how production works, what delivery times really mean, how contracts are negotiated, and which rules of sales are written down and which are not. Before I turned 30, I had travelled to around 40 countries and met an enormous number of businesses.

One evening in China taught me more than any training. Our partners invited us to dinner in a very high-quality restaurant. Many of the dishes were far from what I was used to. I decided not to hold back. I ate with them, the way they eat, and enjoyed it.

The owner of the company had worked with many foreigners who could not share a meal with him like that. Seeing a guest enjoy his culture and his food made him visibly happy. In Chinese culture guests are deeply respected, and that evening he introduced me to his circle of friends. Because he felt comfortable with me, we built many businesses together afterwards.

Software is international today, and so is direct selling. Our platform runs in more than 60 countries. Behind every deal I still remember that evening: people buy from people they feel comfortable with.

What this chapter taught me

Respect for another culture is not a sales technique. It is the foundation every long business relationship stands on.