Israeli Business Culture - Global Sales Mentor | Zach Selch

5 Apr 2020 · 3 min

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2:32

In this monologue, Zach Selch, speaking from a beach in Tel Aviv, explains that Israeli business culture is characterized by a strong distrust of uncertainty and a tendency to plan for worst‑case scenarios. He argues that this cultural trait creates a sales opportunity: if a product or service can be framed as a way to reduce risk, prevent disaster, or increase certainty, Israeli customers will find it highly attractive. Selch also shares a personal anecdote about always having multiple contingency plans (Plan B, C, D), linking it to the broader cultural avoidance of uncertainty. He concludes by urging viewers to contact his Global Sales Mentor service when they are ready to expand international sales.

Chapters

I'm on the beach of beautiful Tel Aviv, and I want to talk about another element of Israeli business culture that's very important. Israelis have a very high distrust of uncertainty or avoidance of uncertainty level. Now, that's one of those unusual Unusual anthropological parameters because it means different things in different places. So in Israel, where does this come to figure is in the issue that Israelis like to plan. Israelis are very concerned with the worst-case scenario. Now, how can that help you as a salesperson? Because you can really play off of the worst-case scenario. Your product prevents disaster or can prevent disaster or can be used to help shore up the certainty of your customer, that actually puts you in a very good position because what your customer is trying to achieve is to control the future, control uncertainty, control things that might be out of their control. So if you have a product or a service, or you can present them in such a way that they clearly are helping to avoid uncertainty, they are helping to mitigate risk, this is something that your Israeli customer will find very attractive. Now, as a sales manager, what you're going to find with salespeople is they might have a backup plan and another backup plan and another backup plan, which is very interesting. One of my old managers once told me, or said about me in a review, Zach always has a Plan B and a Plan C and a Plan D. There is always— there are always multiple contingency plans when Zach is concerned. And I never considered it in terms of that avoidance of uncertainty, but there you go. So keep in mind, this is one of the primary elements, a very strong element, of Israeli business culture. Remember, when you're ready to grow your international sales, reach out to us. We can help. When you decided When it's time to grow your international sales, call us.