Selling to Americans when you are from China: 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. 1Understand American business culture and communication styles.

   • Learn key cultural differences affecting U.S. business interactions.
   • Identify direct and indirect communication patterns common in American sales.
   • Recognize how individualism influences decision-making processes in the U.S.

2. 2Prepare effectively for your first meeting with American clients.

   • Research American company structures and individual roles before a meeting.
   • Understand typical meeting agendas and expectations for punctuality.
   • Avoid common greeting mistakes that can create awkwardness.

3. 3Lead engaging and productive meetings with American partners.

   • Practice active listening techniques to grasp client needs precisely.
   • Learn how to present proposals clearly and respond to questions directly.
   • Prevent misunderstandings by confirming agreements and next steps explicitly.

4. 4Identify and engage the true decision makers in U.S. companies.

   • Recognize typical hierarchies and power structures in American organizations.
   • Understand how different departments influence purchasing decisions.
   • Avoid the mistake of focusing only on technical staff, missing financial approvers.

5. 5Build trust and establish strong rapport with U.S. clients.

   • Learn appropriate small talk topics and those to avoid in American settings.
   • Understand the value of transparency and honesty in U.S. business relationships.
   • Prevent relationship damage by addressing concerns openly and promptly.

6. 6Navigate negotiations and handle objections confidently.

   • Understand common negotiation tactics used by American buyers.
   • Learn how to address price concerns and demonstrate value effectively.
   • Prevent deals from stalling by clarifying unspoken objections and concerns.

7. 7Master follow-up strategies to close more U.S. deals.

   • Understand the importance of timely and concise follow-up communications.
   • Learn how to create clear action items and assign responsibilities after meetings.
   • Avoid the mistake of too much or too little contact, which can lose opportunities.

8. 8Avoid common cultural mistakes that lose U.S. deals.

   • Identify specific non-verbal cues and their interpretations in American culture.
   • Learn to adapt communication styles to avoid appearing overly aggressive or passive.
   • Prevent misunderstandings regarding contract terms and delivery expectations.