Thought Leadership

We Buy Benefits Not Features

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan. ...

Ask Don't tell

In the West, we have all been trained in consultative selling for many decades. The buyers are used to salespe...

Develop Persuasion Power

Being persuasive is not down to luck or accident, it is the result of good planning and execution. This is the...

Where are We Going

New Financial Years, new calendar years, new starts or not? We religiously muscle up and set our resolutions ...

You Don't Need To sell From Stage

The organisers of public presentations are usually not very happy for the presenter to start flogging their co...

Business Saboteurs

It sounds quite obvious not to hire people who are dangerous. The problem is people can have a nice resume, c...

The Stress Of Sales

When we are under stress our concentration and productivity levels are much lower than normal. Sales has to b...

How To Take A Great Presentation Higher

When you hear an excellent presentation, it is easy to be well satisfied. When you are giving such a presentat...

Accountability Starts With The Leader

Holding our people accountable is one of the basics of being a leader. They flounder, deadlines pass unheeded,...

Incentivising Salespeople

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work, ...

Selfish Presenters

My regular Rotary meeting held every week at the Imperial Hotel in Tokyo has a featured speaker.   Our speaker...

Leaders Make Or Break The Firm

How do you run your business.  Sharp on the cost control, right on top of the quality, working hard on buildin...

Salespeople To Avoid

If you meet any salesperson who doesn’t ask you questions before explaining their widget run!  This person is ...

The Big Perspective Is Needed When Presenting

The podium is a powerful place for powerful ideas.  The audience has no idea what you are going to say and whe...

Coach For Team Japan Excellence

The younger generation are the future and they want a different type of boss.  That boss has to be a new model...

Sales Objection Handling Mastery

Brain fog can hit salespeople when they hear a buying objection from the client.  As soon as they recover, the...

The Mindset For Presentation Success

Our mental approach to our activities determines our success.  We know this in sports and in business, but whe...

The Boss Is Not Allowed The Luxury Of Reacting

Are you moody? You might say no. You see yourself as an upbeat individual, smoothly navigating your way throug...

Leads Are The Lifeblood Of Sales

Marketing plays a key role in generating leads.  They are trying to maximise the accuracy of the segmentation ...

How Can I Leverage My Presentation Content

We go to a lot of effort to prepare for our presentations.  We find the best quality information, assemble the...