Podcast

Episode #174: Selling Through Others In Japan

We may think we are selling directly to the buyer in japan but often we are not actually dong that. Selling...

Episode #173: Dealing With Buyers Who Won't Reveal Their Problems

The basics of professional selling requires good questioning skills on the part of the salesperson. We unde...

Episode #172: Expectations Of Newly Hired Salespeople

e they people new to sales or new to that company, there is always a delay in new salespeople producing resu...

Episode #171: Just In Time Is Bad In Sales

Toyota is famous for its JIT or Just In Time system of logistics when building cars. Parts arrive exactly w...

Episode #170: Selling Beyond The Sale

The main goal is always to get the sale agreed. To get the buyer to say “yes” and specify when delivery wil...

Episode #169: Dealing With Really Tough And Mean Questions From Clients

When we give our presentation to the client we are in full control of the situation. We know what we are go...

Episode #168: How Good Are Your Touchpoints In Sales

Jan Carlzon’s book “Moments Of Truth” should be standard reading for everyone in business and particularly t...

Episode #167: Happy Holidays! How To Massacre Your Brand Promise

The end of year holiday season is a time of great retail commercial activity around the world. Brands work ...

Episode #166: 2020 Ushers In New Deals - Are We Ready To Get Our Share

Greek myths don’t have too many happy endings or uplifting messages. Mostly they are cautionary tales about...

Episode #165: Reflecting On Your Learnings In Sales

You are as only as good as your last sale is harsh but true as a synopsis of our sales life. Bosses are not...

Episode #164: Leading An Intentional Sales Professional Life In 2020

The targets for the year are already set or will be set shortly, no matter when your financial year begins. ...

Episode #163: Why "Okay, Send Me Your Proposal" Is A Bad Idea In Japan

Getting to the request for a proposal stage is usually thought of as significant progress in Japan. This me...

Episode #162 Selling Yourself Before You Meet The Client

I have been recruiting new staff over these last few months. One of the younger candidates breezily told me...

Episode #161: How To Sell To A Buying Team

Selling to companies in Japan usually means sitting in a meeting room with a single buyer or perhaps two peo...

Episode #160: Nine Major Mistakes By Japanese Salespeople

We see Japan as a modern, high tech country very advanced in so many sectors. Sales is not one of them. Co...

Episode #159: My Clients Never Call Me Back

Today in business, reaching anyone by telephone is nothing less than a miracle. Japan is particularly good ...

Episode #158: The One Minute Pitch

If you have been following me for a while, you know how down I am on pitching. This is the standard modus o...

Episode #157: Add Some BANTER To Your Next Sales Call

I am a permanent student of sales. I study the books and tapes from the greats – J. Douglas Edwards, Charli...

Episode #156: Success Negotiating - Part Two

In Part One we covered the four steps involved in negotiating: Analysis, Presentation, Bargaining and Agreem...

Episode #155: Success Negotiating Part One

Our image of negotiating tends to be highly influenced by the winner takes all model. This is the transacti...