Podcast

Episode #154: How To Present To A Diverse Buying Team

This is very tricky in Japan. Because of the convoluted decision making process here, there will be many vo...

Episode #153: The 80-20 Rule Of Selling

We are all familiar with the 80/20 Pareto Principle, where 20% of buyers account for 80% of the sales and 20...

Episode #152: How To Disagree But Still Keep Your Customer

The Customer is King. How do you say “no” to the King? In ancient times, if you said “no” to the King, you...

Episode #151: Survival Tips For Stressed Out Salespeople

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

Episode #150: In Sales We Need To Create Super Re-Order Customers

Here is an important mantra: We don’t want a sale, we want the re-orders. That task however is getting hard...

Episode #149: Sales Bad News Travels In Threes

Our financial year ends in August and we are up over 20% on last year’s revenue results. I should be ebullie...

Episode #148: Why No Omotenshi From Some Chinese Retail Service In Tokyo

This is a controversial piece today, because I am singling out one race, one group in isolation. It is also...

Episode #147: Why We Mess Up Customer Service

Poor customer service really irritates us. When we bump into it, we feel betrayed by the fIrm. We have pai...

Episode #146: Typical Japanese Salespeople's Objection Handling Issues

Getting pushback, rejection, disinterest when you present your solution to the client’s problems is the natu...

Episode #145: Generating Your Own Leads In Sales

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

Episode #144: Stop Slamming The Square Peg Into The Round Hole When Selling

One of the most dangerous people on the planet is the salesperson who doesn't listen well enough to the clie...

Episode #143: Really Understand Your Expectations Of Your Sale's Team

We hire people and they don’t perform as we expected. The time passes and the numbers are not rolling in. ...

Episode #142: Presenting Manufactured Products

Industrial products are rarely sexy. They tend to be very technical, specification heavy and chunky. They ...

Episode #141: How To Use Sales Progression Bridges With Clients

We have a defined sales cycle in our interactions with our clients. We build the trust, ask the key questio...

Episode #140: The Mental Game Of Sales

There are two players in this mental game of sales. The buyer and the seller and they are playing with enti...

Episode #139: Keep Selling After The Sale

The sales agreement is followed by the delivery of the product or service. In some cases they are immediate...

Episode #138: Be Careful Of Friendly Fire When Selling

Sales is usually a solitary life. You head off to meet customers all day. Your occasional return to the of...

Episode #137: Storytelling In Sales For Fun and Profit

Salespeople are brilliant on telling the client the detail of the product or service. When you think about h...

Episode #136: Customer Service - Problems and Solutions

Things go wrong. Deliveries don’t turn up or are incorrect. Dates and deadlines are missed. The quality p...

Episode #135: Why Everyone Hates Salespeople

We don’t deserve it, well most of us don’t deserve it, but there is a very strong negative perception of sal...