Selling to Americans when you are from Japan: 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 core American business values for effective communication.

   • Learn the direct communication style preferred by American business professionals.
   • Identify the importance of individual initiative and personal responsibility in US firms.
   • Recognize how time is perceived and valued differently in American business settings.

2. 2Prepare thoroughly for successful initial sales meetings with US clients.

   • Structure your meeting agenda to align with American expectations for efficiency.
   • Research key decision-makers and their company's public market position beforehand.
   • Avoid the mistake of not having clear objectives, which wastes valuable meeting time.

3. 3Lead US sales conversations with confidence and persuasive clarity.

   • Master the art of asking open-ended questions to uncover client needs effectively.
   • Present solutions concisely, focusing on tangible benefits and return on investment.
   • Recognize when to pivot your approach based on real-time feedback from American buyers.

4. 4Navigate typical American decision-making processes to accelerate deals.

   • Understand the typical hierarchy and influence points within US pharmaceutical companies.
   • Identify the common roles involved in purchasing decisions, including procurement and legal.
   • Avoid the mistake of only speaking to one contact, which often delays final approvals.

5. 5Address objections and apply effective closing strategies in US sales.

   • Learn techniques for calmly acknowledging and re-framing common US client objections.
   • Practice asking for the business directly, a common and expected US closing tactic.
   • Understand the cost of not clarifying objections, which can lead to deal abandonment.

6. 6Build trust and cultivate lasting relationships with American clients.

   • Discover how American professionals build trust through transparency and consistent follow-up.
   • Understand the role of professional networking and industry events in the United States.
   • Avoid the mistake of neglecting regular check-ins, which can weaken client relationships.

7. 7Understand US contract negotiation styles and common pitfalls.

   • Learn typical American negotiation tactics, including win-win and competitive approaches.
   • Identify the critical terms and conditions often prioritized in US pharmaceutical contracts.
   • Recognize the cost of not clarifying legal jargon, which can create future disputes.

8. 8Master post-sale follow-up to ensure client satisfaction and retention.

   • Implement structured follow-up plans that meet American client expectations for service.
   • Understand the importance of consistent communication to maintain client satisfaction.
   • Avoid the mistake of not proactively addressing issues, risking contract non-renewal.