Thought Leadership

Technical Salespeople Must Be Good Presenters Too

Knowledge of the specifications, functionality, inner workings are all fine and dandy but not enough anymore. ...

How To Handle “We Are Happy With Our Current Supplier” Pushback

Japan loves the Devil they know over the Angel they don’t know. Change here is hard to achieve in any field, ...

Never Forget A Customer, Never Let A Customer Forget You

This is an old saying in sales and one we forget at our cost. We might have made the sale and then we keep mo...

Negotiation Fails

Former American President John F. Kennedy left us with a great quote: "Let’s never negotiate out of fear. But ...

You Can't Cold Call In Japan. Really?

This article will: Stimulate your thinking about ramping up your business Bring you insights from the best tr...

Sales People Don't Care

I thought “Yes!” at last, I have found my perfect Japanese salesperson. This guy is good, really good at sales...

How To Be Likeable And Trustworthy In Sales

We like to buy, but few of us want to be sold. We like to do business with people we like and trust. We will d...

The Ideal Sales Ecosystem

This article will: Stimulate your thinking about ramping up your business Bring you insights from the best tr...

Sales Belief

This article will: Stimulate your thinking about ramping up your business Bring you insights from the best tr...

No Credibility, No Sale

How do we build trust at the start of a business relationship? We are an unknown, we have no established track...

Don't Sell Me, Tell Me

Nothing happens in business until a sale occurs. By the way, we are all in sales, whether we know it or not. I...

Principled Salesperson

There is no doubt that having a solid personal philosophy for how we deal with others is a sound idea. Few pe...

The Holy Grail Of Sales

We hadn’t thought of that or we hadn’t planned for that are holy grail of sales. This is what the client is s...

The Death Valley In Sales

Sales is an emotional roller coaster. It is also a roller coaster of results. We have sales rolling in and we ...

Bad Buyers

The Buyer is God not King in Japan and that difference is huge here. There are so many cases of buyers treatin...

How To Incinerate Your Personal Brand

When we represent our organization in a public venue delivering a talk there are two brands on display. Our co...

Key Things Not To Do When Negotiating

We rarely meet super pro negotiators in business. Often the other side are just like us, rank amateurs. Becaus...

What Successful Negotiators Do

Tricky negotiators are losers. They can only survive in a one shot business, because people won’t want to deal...

Can't Cold Call In Japan. Oh Yeah, Really

Unrequested contacts are frowned upon in Japan. Direct mail goes straight in the bin. Emails from unknowns ar...

Ideal Sales Environment Construction

Sales is a difficult world, but there are certain environments which lend themselves more toward making salesp...