Courses › Sales skills, selling across cultures, and the objections per market
Selling to Middle Eastern buyers when you are from China: culture, meetings, decision makers and the mistakes that lose deals
Your next Middle Eastern deal depends on understanding cultural norms.
The moment it goes wrong
Your sales team struggles to close deals in Dubai. Misunderstandings prolong negotiations, leading to lost time and wasted travel budgets. A key buyer might simply stop responding, costing your company millions in potential revenue.
What changes after this course
Your team will confidently approach Middle Eastern buyers, knowing how to build trust and avoid common pitfalls. They will understand local business etiquette and decision-making processes. You will receive a full training record and individual certificates of completion for your team.
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.
1Identify core cultural values that shape Middle Eastern business.
- Learn about the significance of family and community in business interactions.
- Understand how honor and reputation influence decision-making processes.
- Recognize the value placed on hospitality and personal relationships.
2Develop effective strategies for building strong business relationships.
- Discover the concept of 'wasta' and its role in business networking.
- Learn how to initiate and maintain personal connections with key contacts.
- Avoid the mistake of rushing relationships, which can signal disrespect.
3Master verbal and non-verbal communication for Middle Eastern contexts.
- Understand direct versus indirect communication styles in negotiations.
- Interpret non-verbal cues, including gestures and personal space.
- Recognize how a lack of clarity can lead to costly misunderstandings.
4Conduct successful business meetings according to Middle Eastern customs.
- Learn the proper greetings and introductions for various business settings.
- Understand the importance of punctuality and flexible meeting durations.
- Avoid the common error of discussing business too early in a meeting.
5Apply culturally appropriate negotiation tactics to secure deals.
- Recognize the role of patience and long-term perspective in negotiations.
- Understand the art of bargaining and concession-making.
- Identify how aggressive tactics can damage trust and lose a potential deal.
6Map out typical decision-making structures within Middle Eastern companies.
- Understand the hierarchical nature of decision-making in many organizations.
- Identify key influencers and ultimate decision-makers in family-owned businesses.
- Recognize that quick decisions are often rare, requiring sustained engagement.
7Prevent critical errors that can jeopardize your sales opportunities.
- Learn how cultural insensitivity in language or behavior can offend buyers.
- Understand the financial cost of losing a deal due to cultural missteps.
- Identify specific topics to avoid in conversation to maintain professionalism.
8Maintain and grow Middle Eastern client relationships effectively.
- Discover the importance of consistent follow-up and personal touches.
- Learn how to address concerns and resolve issues respectfully.
- Understand that long-term commitment builds loyalty, securing future business.
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: China
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