Germans separate message from messenger. The presenter consciously and purposely moves into the background, so that the message takes center stage. Germans believe that arguments should speak for themselves.
Problem vs. Opportunity
For Germans a core competence is the ability to identify, analyze and solve complex problems. The key to success is problem-solving. In the German business context to be persuasive is to focus primarily on problems.
System vs. Particular
Germans are systematic in their thinking. They believe that complexity is understood only by grasping how its component parts interact and interrelate. Explaining complexity is persuasive in Germany.
Past vs. Future
Germans believe that a persuasive plan to moving forward depends on knowing your starting point. They expect an explanation of the path from the past to the current situation. Persuasive in the German business context is explaining the history of the starting point.
Inform vs. Sell
In the German business world to persuade means to inform persuasively. The line of argumentation guides an audience to its logical conclusion. Selling the conclusion should not be necessary. Germans don’t ask the so-called closing question in a direct and frontal way. Germans don’t sell.
Zuverlässigkeit
The German term Zuverlässigkeit conveys the concept of reliability; ability to count on what has been promised. It is culturally significant because seen as a core personal and professional value in Germany.
pure wine
Jemandem reinen Wein einschenken. To serve someone pure wine.
This expression originates from the Middle Ages, when innkeepers added various ingredients to their wine (e.g. sulphur, acetic clay, water, etc.) and sold it as wine. In this way, the innkeeper could make even more out of the limited supply of wine. Only if he poured real wine, as he claimed, was he telling the truth.
Protections
“Today, caveat emptor does not apply to as many situations as it once did. Due to the changing marketplace, government regulations were created to protect consumers’ interests. With the release of the Uniform Commercial Code (UCC)—a set of business laws that regulate financial transactions that occur across states—for example, warranty provisions are much more common. Additionally, some industries now require seller disclosures.”
Good. Bad. Ugly.
People in the business world, especially Germans, often say that professional presentations should present the good, the bad, and the ugly. In other words, get all of the facts up on the table. Be honest. Be transparent. Be professional.
The Good, the Bad and the Ugly is a 1966 Italian epic spaghetti Western film directed by Sergio Leone and starring Clint Eastwood as “the Good”, Lee Van Cleef as “the Bad”, and Eli Wallach as “the Ugly”. It was an Italian-led production with co-producers in Spain, West Germany, and the United States. Most of the filming took place in Spain.
The film is known for Leone’s use of long shots and close-up cinematography, as well as his distinctive use of violence, tension, and highly stylised gunfights. The plot revolves around three gunslingers competing to find a fortune in a buried cache of Confederate gold amid the violent chaos of the American Civil War (specifically the Battle of Glorieta Pass of the New Mexico Campaign in 1862) while participating in many battles, confrontations, and duels along the way. The film was the third collaboration between Leone and Clint Eastwood, and the second with Lee Van Cleef. (Wikipedia)
“We’re gonna keep going”
They simply could not overcome the critical questions.
YouTube comments:
“Best pitch ever indeed! Lesson to learn about how to hold your poise when the unexpected happens in perhaps the biggest moment of your life! Applaud Scott and his mate for doing an amazing job!”
“Let’s make kids safer in school.” … “No, the margins are awful.”
“They’re now worth over 8 million and still sell online :)”