I’m traveling to Warsaw, Poland, next month to deliver two public seminars. After a couple of Skype interviews, I discovered that although the United States and Poland are 5,000 miles and many, many cultures apart, our sales needs are the same.

To prove my point, here’s a portion of the question-and-answer interview I did:

Q: What’s the best way to keep up sales during the current recession?

A: Recession means “less,” not “none.” Salespeople have to fight harder during tough economic times. I recommend having a morning breakfast (or coffee) with a client or a prospective client. This gets your day started early and on a positive note. But this is only ONE way to keep your sales up. It takes a concerted effort that includes social media, solid relationships, referrals and attraction.

Q: How is the role of the salesperson changing, and what’s changing in terms of which sales channels are being used right now?

A: The Internet and all forms of social media are the new channels and the NOW channels. But it’s not ONE channel. It’s ALL of them, each with its own formula for attraction, engagement and connection. Is there one key element that’s a constant across all channels? Yes, the element is perceived VALUE to the recipient.

Q: You state, “People don’t like to be sold, but they love to buy.” One of the things people can take away from that is to be themselves and be authentic as a leader or as a salesperson. How is authenticity important in sales?

A: For maximum clarity, let’s separate this question into two answers:

1. BUYING. The key to selling is uncovering WHY the prospect wants to buy. Also called a “buying motive,” it reveals the real reason for a purchase. This strategy is much more powerful than trying to convince the buyer that your product is great by trying to “sell” it.

2. AUTHENTICITY. Authenticity is a characteristic that the prospective customer PERCEIVES as the presentation and the relationship move forward. Authenticity is not a specific characteristic; it is derived from the ethical, honest and consistent actions of your total words and deeds.

Q: Is it true that many leaders are not keeping up with changes in the market, changes in technology and changes in human capital needs? Should they be blamed for sales losses and errors?

A: Leaders are only partly to blame. When they are not on top of market changes and technology updates, they are giving their people permission to do the same. But the real issue is the talent pool that the leader creates. Human capital, if chosen correctly, can create their own examples by taking responsibility for the generation of new ideas and products to stay ahead of their market.

Q: What are the key indicators in the candidates you’re shortlisting when you’re recruiting for a sales position?

A: Here’s the SHORT list for hiring the best people: smart, self-starting, positive people with a past history of success. The rest, including selling skills, can be taught.

Q: What mistakes have salespeople frequently made, and what’s the best way to correct them?

A: The biggest mistake salespeople make is thinking it’s all about “product” and “price.” They fail to understand that believing in every aspect of self, product, company and customer will lead them to the success they (you) are hoping for.

ASK YOURSELF THIS: Is my world different from their world? I guarantee you have the same issues, questions and concerns in your company – and in your sales – as they have in Warsaw. The world is small. Your world is smaller. Answers are becoming universal.