Podcast

Episode #217: How To Deal With Major Misperceptions Buyers Have About Your Company

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards...

Episode #216: Do You Have An End To End Sales Process

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Episode #215: Fantasies, Folly, Mirages, And Other Illusions of Salespeople

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Episode #214: Group Selling is Not for the Faint Hearted

Most of the time in Japan, I attend client meetings alone. This is not how the Japanese do it. The Preside...

Episode #213: Sell With Passion

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Episode #212: Japanese Companies Employ Kunoichi Ninja To Answer Incoming Phone Calls

Ninja are masters of illusion, invisibility and subterfuge. All of these traits have pretty much died out i...

Episode #211: Outbound Calls To New Clients During COVID-19

Sales is always a tough job, but not being able to get any new clients during Covid-19 just takes the degree...

Episode #210: Sales Service Debacles Are The Boss’s Fault

Generally speaking, we mainly have failures of follow up in B2B sales. The conduct of the sale’s meeting is...

Episode #209: Virtual Selling - Closing The Deal

Closing the deal is almost a non-existent art in Japan. Salespeople here are particularly terrified of reje...

Episode #208: Virtual Selling - Handling Objections

Most buyers are hurting at the moment, as entire industries are under assault and many of the remainder are ...

Episode #207: Virtual Selling - Virtual Story Telling

We all know that buyers remember stories more easily than facts and data points. In fact, the ratio is twen...

Episode #206: Virtual Selling - How To Present Virtual Solutions With Impact

We receive permission first, then we proceed to ask questions of the buyer. We want to gain a sense of whet...

Episode #205: Virtual Selling: Engaging Decision Making Teams

In a virtual call, what is the maximum number of people who should be joining on the buyer side, to make the...

Episode #204: Virtual Selling - We Need A New Questioning Approach (Part Three)

One of the sad things about salespeople is they mostly have no idea what they are doing. So we transfer tha...

Episode #203: Virtual Selling - We Need A New Questioning Approach (Part Two)

In Part One, we looked at the difficulties the modern communication platforms throw up because of the limita...

Episode #202: Virtual Selling - We Need A New Questioning Approach (Part One)

Salespeople’s bad habits just migrate right across to the online world. If you were just pitching your prod...

Episode #201: Virtual Selling - How To Master The First Impression Online

We now sell in the Age of Distraction and the Era of Cynicism. When the client is talking to us online, the...

Episode #200: Virtual Selling - How To Communicate Trust To The Buyer When Online

When we meet people for the first time, we put them through a number of filters. The easiest one is visual....

Episode #199: Virtual Selling: How To Prepare For Online Meetings

Online meetings with existing clients are a breeze. The connection is there, the history, the trust has bee...

Episode #198: Virtual Selling - How To Gain Customer Trust

Meeting a potential new customer online is a daunting prospect for salespeople. All of the skills we have b...