Courses › Sales skills, selling across cultures, and the objections per market
Selling to Middle Eastern buyers when you are from the United States: culture, meetings, decision makers and the mistakes that lose deals
Your team will close more Middle Eastern pharma deals with cultural intelligence.
The moment it goes wrong
A crucial meeting with a Saudi buyer goes silent after an accidental cultural misstep. Your sales team loses the opportunity to present, costing potential millions in annual revenue. This happens when US sales teams lack specific knowledge of Middle Eastern business etiquette.
What changes after this course
Your sales team will confidently lead meetings and build trust with Middle Eastern pharmaceutical buyers. They will understand key decision-making processes and avoid common deal-losing mistakes. You will receive a training record for your team's compliance portfolio.
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 Core Middle Eastern Business Values
- Identify the importance of family and community in business relationships.
- Recognize the value of patience and long-term perspective in negotiations.
- Learn how religious observances impact daily business schedules and interactions.
2Build Trust and Personal Connections with Buyers
- Distinguish between transactional and relationship-based selling approaches.
- Understand the concept of Wasta and its role in business facilitation.
- Learn how to establish rapport before discussing product specifics.
3Master Effective Communication Styles
- Identify the nuances of high-context communication versus low-context communication.
- Recognize the significance of non-verbal cues, including eye contact and gestures.
- Avoid direct confrontation to preserve harmony and respect in discussions.
4Conduct Successful Business Meetings
- Follow proper greeting protocols, including handshakes and titles.
- Understand the importance of hospitality and offering refreshments.
- Manage meeting agendas flexibly and allow for social conversation.
5Identify Key Decision Makers and Influencers
- Map organizational hierarchies to locate the ultimate authority.
- Recognize the role of advisors and family members in decision processes.
- Understand that decisions may involve consensus building over time.
6Negotiate Effectively and Close Deals
- Prepare for extensive negotiation processes that require patience.
- Understand cultural approaches to pricing and discount discussions.
- Avoid aggressive sales tactics that can be perceived as disrespectful.
7Avoid Common Mistakes That Lose Deals
- Recognize how disrespecting religious practices can end a deal.
- Understand that rushing the sales process often leads to mistrust and failure.
- Learn to avoid making promises that cannot be reliably delivered.
8Cultivate Long-Term Partnerships
- Maintain consistent communication and follow-up after the sale.
- Understand the value of personal visits and ongoing relationship building.
- Learn to support client needs beyond the initial product delivery.
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