The 15 Weirdest Things About German Business Mentality and How We Close Deals

Germany, as Europe’s largest economy, is a goldmine for businesses. But if you’ve ever tried to navigate the German business landscape, you may have encountered some unusual practices that left you scratching your head. From formalities to the way deals are negotiated, the German business mentality can seem peculiar, especially to outsiders.

At Wingmen, we’ve spent years learning how to navigate these quirks and close deals successfully in the German market. In this blog, I’ll share the 15 weirdest things about German business culture—and how we turn these quirks into deal-making opportunities.

1. The Love for Formality

In many countries, it’s common to jump right into first-name basis and casual conversations. Not in Germany. Business interactions are highly formal, at least initially. Using “Herr” or “Frau” followed by a last name is expected, and titles like “Dr.” or “Professor” are taken very seriously. Being overly casual too soon can be perceived as disrespectful.

How We Make Deals: We respect these formalities and mirror the formality until invited to switch to a first-name basis. This builds respect and trust, essential elements in closing deals in Germany.

2. Punctuality Is Sacred

If you’re not five minutes early to a meeting in Germany, you’re late. Germans value punctuality, and being even a few minutes tardy can be seen as a lack of respect for their time.

How We Make Deals: We are always on time. In fact, we aim to arrive early for meetings, allowing time for any unexpected delays. This simple gesture shows that we value their time and professionalism.

3. Direct Communication Can Seem Harsh

Germans are known for being very direct in their communication. There’s little sugar-coating; they tell you exactly what they think, which can come across as blunt or even rude to those not used to it. In reality, it’s just a reflection of their efficiency and preference for clarity.

How We Make Deals: We match their directness and get straight to the point in our negotiations. Clear, concise communication demonstrates that we’re serious, focused, and respectful of their time.

4. A Slow Decision-Making Process

While German businesses are known for their efficiency, decision-making is often slow and methodical. Multiple stakeholders are involved, and everything is carefully evaluated before a decision is made. Impulsive decisions are rare.

How We Make Deals: We’re patient and prepared for longer sales cycles. We make sure all necessary documentation, data, and information are provided upfront, allowing the decision-makers to take their time. Trust builds over these longer interactions, and in Germany, trust closes deals.

5. Paperwork Rules Everything

Germans love documentation. Every decision, agreement, and process needs to be backed up by thorough paperwork. Even in an increasingly digital world, Germans tend to insist on detailed contracts and documents.

How We Make Deals: We come prepared with all the necessary paperwork and ensure everything is documented in clear, precise terms. When the documentation is in place, negotiations tend to move more smoothly.

6. Meetings Are for Serious Business

In some countries, meetings start with small talk and pleasantries. Not in Germany. German business meetings are focused, and participants expect to get down to business immediately. Small talk is often minimal or non-existent.

How We Make Deals: We respect the focus of German meetings by being prepared, starting on time, and sticking to the agenda. We save the pleasantries for after the business discussion is complete.

7. Hierarchies Matter

German businesses tend to have well-defined hierarchies. Decisions are usually made by the top management, and it’s essential to respect this chain of command. Trying to bypass it can be seen as disrespectful.

How We Make Deals: We pay attention to the corporate hierarchy and ensure that we are addressing the right person at the right level. This shows that we understand their structure and respect their decision-making process.

8. Work-Life Balance Is Serious Business

While Germans are hardworking, they take their work-life balance seriously. Business meetings after 5 pm are rare, and many companies strictly follow a “no work on weekends” rule.

How We Make Deals: We make sure to schedule meetings and calls during standard business hours. Respecting their boundaries demonstrates that we’re thoughtful and considerate partners.

9. A Focus on Quality Over Price

Germans are willing to pay more for high-quality products and services. Price sensitivity is lower if they believe they are getting superior quality, reliability, and longevity in return.

How We Make Deals: We focus on demonstrating the long-term value and quality of our services rather than simply trying to be the cheapest option. This aligns with German business priorities and helps build trust in our offering.

10. Risk Aversion

German companies tend to be risk-averse and prefer to tread carefully when it comes to new partnerships or solutions. They need to be convinced that your offering is reliable and low-risk.

How We Make Deals: We mitigate their concerns by providing extensive case studies, references, and success stories. This reassures them that they’re making a safe and informed decision by partnering with us.

11. Privacy and Data Protection Are Paramount

Germans take data protection seriously, especially with GDPR in place. Privacy is a major concern in both personal and business interactions. Oversharing or mishandling data is a huge red flag.

How We Make Deals: We always ensure that data privacy is a top priority in our processes. We provide clear information on how data will be handled and demonstrate our compliance with GDPR to build confidence.

12. Skepticism Toward Aggressive Sales Tactics

Pushy or aggressive sales tactics don’t fly in Germany. Over-promising or pushing hard for a quick decision can quickly kill a deal.

How We Make Deals: We take a consultative approach, offering solutions and giving the prospect the time and space to make informed decisions. Our role is to guide, not to push, which earns long-term trust.

13. Innovation Needs to Be Proven

Germans love innovation, but only when it’s backed by solid proof. Flashy new ideas without data or results to support them are unlikely to get traction.

How We Make Deals: We back our innovative solutions with data, case studies, and proof of concept. Showing how our solutions have worked in similar situations convinces German companies that they’re making a sound investment.

14. Long-Term Relationships Are the Goal

Once you’ve built trust and proven your value, German companies are incredibly loyal. They prefer long-term partnerships over quick wins, and once a relationship is established, it’s built to last.

How We Make Deals: We focus on building long-term, trust-based relationships. We show our commitment to their success and invest in continuous engagement and support, positioning ourselves as their long-term partner.

15. A Focus on Sustainability

Sustainability is becoming increasingly important in the German market. Companies are not only focused on profit but also on how their operations and partnerships align with sustainability goals.

How We Make Deals: We incorporate sustainability into our value proposition, showing how our solutions can support both their business and sustainability efforts. This not only demonstrates our relevance but also positions us as a forward-thinking partner.

Conclusion: Turning Cultural Quirks Into Deal-Closing Opportunities

German business culture may seem strange at first, but once you understand these quirks, you can use them to your advantage. By respecting the formality, understanding the emphasis on quality and risk aversion, and aligning with their values of trust and sustainability, you can successfully navigate the German market and close deals.

At Wingmen, we’ve built our entire approach around understanding these unique aspects of German business mentality. By adapting our strategies to fit this mindset, we’ve helped countless clients make inroads and succeed in this highly competitive market.

Ready to close deals in Germany? Contact us today, and let’s turn these cultural quirks into your competitive advantage!