Courses › Sales skills, selling across cultures, and the objections per market
Selling to Middle Eastern buyers when you are from Taiwan: culture, meetings, decision makers and the mistakes that lose deals
Your team's calls to the Middle East often end in silence, costing you valuable deals.
The moment it goes wrong
Your sales team invests time and resources in Middle Eastern markets, but negotiations stall without clear reasons. Misunderstandings about greetings or directness can unintentionally offend, leading to lost trust and wasted travel budgets. Each failed interaction costs your company potential revenue and market share.
What changes after this course
After this course, your team will confidently build rapport and navigate complex Middle Eastern business conversations. They will understand decision-making processes and avoid common cultural missteps that lose deals. You will receive a full training record and certificates for each participant.
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 in Middle Eastern business.
- Recognize the importance of family, honor, and reputation in business interactions.
- Understand the role of hospitality and generosity in building business relationships.
- Learn how religious observations impact daily business schedules and meeting times.
2Confidently perform appropriate greetings and build initial rapport.
- Practice common Arabic greetings and their proper responses.
- Understand the significance of small talk and personal inquiries before business discussions.
- Avoid the mistake of rushing into business, which can be seen as disrespectful.
3Tailor your communication style for Middle Eastern conversations.
- Distinguish between high-context and low-context communication styles.
- Understand how indirect communication is used to preserve harmony.
- Recognize the cost of being overly direct, which can cause offense and close off discussion.
4Lead productive meetings with Middle Eastern counterparts.
- Learn the proper etiquette for exchanging business cards and gifts.
- Understand typical meeting structures and the role of hierarchy.
- Avoid the mistake of interrupting, which can be seen as rude and impatient.
5Map out decision-maker roles and influence in Middle Eastern companies.
- Identify the key individuals involved in purchasing decisions.
- Recognize the importance of consensus-building and family influence.
- Understand that decisions may take longer due to thorough consultation processes.
6Negotiate terms effectively while respecting cultural norms.
- Learn strategies for price negotiation and concession-making.
- Understand the concept of "Haya" (modesty) and its role in bargaining.
- Avoid the mistake of showing impatience during extended negotiation periods.
7Develop lasting business relationships built on trust.
- Recognize the value of personal connections over transactional exchanges.
- Understand the importance of follow-up and maintaining regular contact.
- Avoid the mistake of failing to deliver on promises, which destroys credibility.
8Prevent and recover from common cultural missteps in sales.
- Identify common non-verbal communication mistakes and their impact.
- Learn how to apologize sincerely and rebuild trust after a cultural error.
- Understand the cost of ignoring feedback, which can permanently damage a relationship.
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: Taiwan
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