Podcast

Episode #114: Lying Salespeople

Riffraff inhabit all corners of the business world, but the sales profession suffers more than many others. ...

Episode #113: Client Need Clarity

Do we have a clear understanding of what the client’s needs are? These can vary beyond the obvious of incre...

Episode #111: Join The Conversation Going On In Your Prospect's Mind

We have all had the experience of talking at cross purposes with someone. We are both having a conversation...

Episode #112: Never Forget A Customer; Never Let A Customer Forget You

This is an old saying in sales and one we forget at our cost. We might have made the sale and then we keep ...

Episode #109: Forensic Sales Questioning Skills

The idea of asking questions of buyers during sales calls is actually ancient. For at least eighty years, w...

Episode #110: The Successful Salesman and Saleswoman Has A Plan

“We don’t plan to fail, we fail to plan”, is an old saw that is still true today. Despite an avalanche of t...

Episode #108: Sales Essentials

Episode #107: Read The Air When Selling

There is a saying in Japan, Kuki wo Yomu, which means read the air or be aware of the atmosphere or subtexts...

Episode #106: Building Expert Authority With Buyers

“You are who Google says you are” is a quote from Timbo Reid, the host of the “Small Business Big Marketing”...

Episode #105: Sales Poor Performers

Are you failing in sales or do you have sales staff who are not making their numbers? Sales is a brutal, me...

Episode #104: We Give Added Value. No You Don’t!

The chocolate on the pillow, the fruit bowl or the wine bottle and glasses in your hotel room are often cite...

Episode #103: "We Don't Have Any Budget". Yes you do!

In the profession of sales, this is one of the most widespread pushbacks on our sterling offer. It also a fa...

Episode #102: Regional Differences When Selling In Japan

Japan is a big small place. It is about the same size as the UK, but is covered in mountains, the latter mak...

Episode #101: What Is Kokorogamae And Why Does It Matter In Sales In Japan

Intention in life is key. Are we living an intentional life or are we a buffeted bystander of what is happen...

Episode #100: What Is Different About Selling In Japan

This is a pretty big subject, so I will pick up a few of the more noteworthy differences. In the West, sale...

Episode #99: Send It To Me - Uh Oh!

How I hate those four words – “send it to me”. I get that heavy feeling in my stomach and around my shoulde...

Episode #98: Busy Bosses You Need To Go With Your Salespeople To See Clients

Many of us are player/managers. We run the sales team and we also do our own sales. This means we are pret...

Episode #97: No Pain, No Gain In Sales Baby

When you contemplate this title you are probably thinking about heroic sales efforts, massive privations, sa...

Episode #96: Pitch Request Recovery

Stony motherless silence unleavened by a stony face. That was the reaction to my questions from this Japane...

Episode #95: Follow Up In Business In Japan

There are two elements of follow up in Japan. One is when you have concluded the deal and it is time to eff...