Courses › Sales skills, selling across cultures, and the objections per market
Selling to Latin American buyers when you are from the United States: culture, meetings, decision makers and the mistakes that lose deals
Your next Latin American deal depends on understanding cultural norms, not just price.
The moment it goes wrong
Your sales team travels to Bogota and expects a quick decision, but the buyer needs to build trust first. Rushing a meeting or misinterpreting silence can make your team seem unprofessional. This leads to stalled negotiations, wasted travel budgets, and ultimately, lost market share in a critical region.
What changes after this course
After this course, your sales team will confidently navigate Latin American business interactions. They will understand local decision-making processes and avoid common cultural missteps. You will receive a full training record for each participant, demonstrating their enhanced readiness for the market.
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 20 min |
| Owner, CEO and board | Briefing | 1 h 20 min |
| Marketing and communications | Briefing | 1 h 20 min |
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.
1Understand Latin American Business Culture
- Identify the importance of personal relationships in business.
- Recognize the value placed on hierarchy and respect in interactions.
- Distinguish between individualistic and collectivist communication styles.
2Adapt Your Communication for Latin America
- Formulate indirect requests politely to avoid perceived aggression.
- Interpret non-verbal cues and body language effectively during conversations.
- Adjust your speaking pace and volume to match local norms.
3Build Trust and Professional Relationships
- Apply strategies for building rapport before discussing business specifics.
- Recognize the significance of small talk and personal inquiries.
- Understand that trust develops over time, not just in one meeting.
4Master Meetings and Presentations
- Prepare for meeting agendas that are often flexible and less rigid.
- Present information clearly, avoiding overly direct or aggressive language.
- Manage interruptions and parallel conversations without offense.
5Identify Key Decision Makers and Influencers
- Map out the typical organizational hierarchy in Latin American companies.
- Recognize the role of family connections in some business decisions.
- Understand that the final decision often involves multiple stakeholders.
6Negotiate Effectively and Ethically
- Practice patience during negotiation, avoiding pressure tactics.
- Recognize that "no" may be expressed indirectly, requiring careful listening.
- Maintain flexibility in terms and conditions while upholding core values.
7Avoid Common Mistakes That Lose Deals
- Identify the mistake of rushing a deal and its cost in lost trust.
- Recognize when a direct "no" from a junior person does not mean the deal is dead.
- Understand the impact of not following up in person after a key meeting.
8Ensure Successful Follow-Up and Long-Term Engagement
- Craft follow-up communications that reinforce personal connections.
- Maintain consistent contact to show commitment to the relationship.
- Plan for future visits to strengthen ongoing business partnerships.
Price for this title
One licence, 8 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, Marketing and communications,
Businesses: every kind of pharma company
Countries: United States
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