Podcast

Episode #412: Turning Rejections into Resilience: Dealing with ‘Dear John’ Letters from Japanese Buyers

“Thank you for submitting your proposal for our capability development project. We appreciate the time and ...

Episode #411: The Limits of Opportunity Cost in Japan: A Sales Guide to Winning Reluctant Buyers

In the West, we often emphasise that inaction doesn’t necessarily mean safety for the buyer, and there is a ...

Episode #410: Why Sending Your Sales Proposal in Japan Is the Worst Mistake You Can Make

One of the worst combos in sales is a virtual meeting online and the buyer says, “send me your proposal” or ...

Episode #409: Caring For Your Sales Orphans In Japan

Hunting for new clients is difficult and expensive. Marketing tries to drive people who are seeking our sol...

Episode #408: Balancing Questions With Suggestions In Sales In Japan

We know that there are a lot of salespeople who are totally untrained. They have cobbled together bits and ...

Episode #407: In Japan, How To Tell If The Deal Is Real?

Basically, we know that a third of the potential buyers we meet will never buy from us, another third will b...

Episode #406: Victor Antonio You Are Wrong About Weasel Words In Japan

I am a great fan of Victor Antonio, who writes books, gives lectures and training on sales. I listen to his...

Episode #405: The Required Mindset For Selling In Japan

Salespeople turn up in Japan and expect things to be pretty much the same as where they have come from. Aft...

Episode #404: Salespeople Hate Organisational Changes In Japan

The denizens of the upper floor, quiet, luxurious C-suites with expensive wall hangings and deep pile carpet...

Episode #403 Rationalising Failure In Sales In Japan

“There are no excuses for failing in sales”, is a common ideological position. However, is this really true?...

Episode #402: What To Look For When Hiring A Salesperson In Japan

Most of the sales jobs in Japan require the ability to sell in Japanese. That usually means native speakers...

Episode #401: Don’t Get Emotional In Sales In Japan

I have been coaching a founder client here for quite a while now and his emotional reaction to his clients n...

Episode #400: Elements Of Outstanding Customer Service In Japan - Part Three

This is Part Three and is the conclusion of our series on how to provide superior customer service. 1. Go t...

Episode #399: Elements Of Outstanding Customer Service In Japan - Part Two

In Part One, we looked at some of the elements we need to be working on in providing excellent customer serv...

Episode #398: Elements Of Outstanding Customer Service In Japan - Part One

Customer service in Japan is pretty good by comparison with most other countries. To me, it is polite yet i...

Episode #397: Joe Biden Couldn’t Sell His Message And What About You?

Watching Joe Biden destroy himself during the debate with Donald Trump was painful. He was appealing to the...

Episode #396: No Zen Needed In Sales In Japan

I belong to Dan Slater’s Delphi Network and every week his newsletter contains unattributed quotes from CEO ...

Episode #395: The Thrill Of The Hunt In Sales In Japan

There are farmers and hunters in sales and both are needed in organisations. The hunters are energised by l...

Episode #394: The Sales Success Code for Post Covid Japan

The Sales Success Code for Post Covid Japan

Episode #393: Missing The Real Needs When Selling In Japan

I had a meeting with a client I have been chasing for business for the last ten years. They have had the sa...