Courses › Sales skills, selling across cultures, and the objections per market
Objections Americans raise against a supplier from Brazil and Latin America, and the answer to each one
Your next US deal depends on understanding American buyer concerns before they speak.
The moment it goes wrong
A promising sales call goes silent when an American buyer raises a concern about lead times or quality. Your team fumbles for answers, losing trust and the potential for a large order. This mistake costs not just one deal, but future opportunities with that client and within the US market.
What changes after this course
Your sales team will confidently address common US buyer objections about supply chain reliability and regulatory compliance. They will present clear, factual responses that build trust and close deals. After completing the course, each participant receives a certificate detailing their training record.
How long it takes, by who is listening
Nobody spends a day in a classroom. Every module exists in three lengths; a person takes the length their role needs, and every length ends with the same recorded questionnaire, so the training record is complete either way.
| Who takes this course | Length | Total time |
|---|---|---|
| Business development and export sales | Briefing | 1 h |
| Owner, CEO and board | Briefing | 1 h |
What is in the course, module by module
6 modules. Under each title are the three things the listener can do afterwards; the audio itself runs 10 to 50 minutes depending on the length chosen. Each module ends with a multiple-choice questionnaire whose result is recorded per person for your auditor. Your human-resources or quality manager decides what counts as passed and when a level is retaken.
1Understand American Buyer Priorities and Communication Styles
- Identify the key cultural differences that shape American purchasing decisions.
- Learn how direct communication is expected in US business interactions.
- Recognize the value Americans place on predictable timelines and clear expectations.
2Address Common Objections Regarding Supply Chain Reliability
- Explain the logistics infrastructure available for shipping from Brazil to the US.
- Present a clear plan for managing unexpected delays and disruptions effectively.
- Outline the importance of Incoterms 2020 in defining responsibilities and costs.
3Demonstrate Adherence to US Quality Standards and Regulations
- Detail how your facilities meet current Good Manufacturing Practices (cGMP) standards.
- Explain the process for obtaining and maintaining FDA approvals for your products.
- Present documentation proving compliance with ISO 9001 and other relevant certifications.
4Overcome Perceptions of Regional Instability and Business Risk
- Provide verifiable data on the economic stability of your operating region.
- Explain your company's strategies for mitigating political or economic risks.
- Showcase long-term partnerships with US and international clients.
5Master Transparent Communication and Essential Documentation
- Learn to proactively provide all necessary import documentation, like the Bill of Lading.
- Understand the importance of clear, concise English in all written communications.
- Develop a rapid response protocol for buyer inquiries and urgent situations.
6Negotiate Favorable Payment Terms and Build Lasting Trust
- Discuss standard payment terms for US-Brazil trade and common financing options.
- Identify the risks associated with unclear payment schedules and how to avoid them.
- Develop a strategy for follow-up and relationship building after a sale.
Price for this title
One licence, 6 modules in all three lengths, included in every purchase, every employee of the legal entity, 12 months. Pick your company size.
Cheaper as part of a track pack or company library. Delivered within 72 hours of payment or the course is free.
Custom course or custom pricing? A course built on your own procedures and products, a mixed bundle, several legal entities, or a budget that does not fit a table: tell us on WhatsApp and you have a written quote the same day.
Ask about custom courses and custom pricingWho this is for
Roles: Owner, CEO and board, Business development and export sales,
Businesses: every kind of pharma company
Countries: Brazil and Latin America
What you receive
- Audio modules in all three lengths, included in every purchase. The briefing for the board and the sales floor, the standard run for regulatory and quality, the expanded walk-through for the bench. One price buys all three; each person takes the length their role needs. Listen on the commute, at the bench, in the car.
- Made to be listened to. A narrator with character, a story in every module and real examples from the buyer's side of the table. Not a read-out of the guideline that puts the room to sleep.
- Companion workbook. Exercises and checklists per module, ready to file.
- Full transcript. Searchable, printable, quotable in your procedures.
- Source for every fact. Each statement links to its guideline, regulation or paper, so an auditor can check it.
- Certificate per learner. Name, course, hours, guideline version, date.
- Auditable training record. Per-person export for your quality file, the document inspectors ask for under EU GMP Chapter 2.
English first. Other languages are available in test mode on request.
Request a free sample module