Selling to Americans when you are from Brazil and Latin America: culture, meetings, decision makers and the mistakes that lose deals

What is in the course, module by module

8 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.

1. 1Recognize American business values in daily interactions.

   • Americans prioritize directness and efficiency in all business communications.
   • Individual achievement and accountability are highly valued in the workplace.
   • Time is seen as a valuable resource, and punctuality is expected for all meetings.

2. 2Communicate clearly and effectively with American counterparts.

   • Understand the preference for explicit language over indirect suggestions in proposals.
   • Recognize non-verbal cues and body language that differ from Latin American norms.
   • Learn when and how to follow up without appearing overly aggressive or passive.

3. 3Lead and participate effectively in American business meetings.

   • Meeting agendas are typically followed strictly to ensure productivity and focus.
   • Decisions are often made after thorough discussion, with clear action items assigned.
   • Small talk is usually brief and confined to the beginning or end of the meeting.

4. 4Identify and engage the true decision-makers in American companies.

   • Organizational charts often reflect formal authority, but informal influencers exist.
   • Understand the roles of procurement departments and their impact on purchasing decisions.
   • Learn how to identify who holds budget authority versus who influences product choice.

5. 5Develop compelling proposals that resonate with American buyers.

   • Proposals must clearly state benefits, return on investment, and implementation timelines.
   • Quantify value with specific numbers and data points to support your claims.
   • Avoid using jargon or overly complex language that might confuse the reader.

6. 6Negotiate successfully while respecting American business norms.

   • American negotiations often focus on win-win outcomes, but prepare for firm positions.
   • Be ready to justify every concession with tangible business reasons and data.
   • The closing process requires clear documentation and adherence to agreed-upon terms.

7. 7Prevent common cultural missteps that jeopardize American sales deals.

   • Failing to follow up promptly after a meeting can signal disinterest.
   • Overpromising capabilities without clear evidence erodes trust quickly.
   • Misinterpreting politeness as agreement can lead to false expectations and lost time.

8. 8Cultivate lasting professional relationships with American clients.

   • Consistent, reliable communication is key to maintaining client trust and loyalty.
   • Provide excellent post-sale support to demonstrate commitment and value.
   • Understand that trust is built over time through consistent performance and honesty.