Podcast

Episode #74: Do Your Homework When Selling

I take the phone call and I noted they were asking for me in particular, rather than to speak to the boss. T...

Episode #73: Sell The Sizzle Not The Steak

I recently saw a documentary sponsored by Salesforce called The Story of Sales. There were 8 chapters in thi...

Episode #72: Business Contracts In Japan Aren't Worth The Paper They Are Written On

A friend of my mine has started his own consulting business recently and does Facebook Live updates to his g...

Episode #71: The Most Difficult Part Of Business? People!

Cash flow, market movements, competitor pricing, buyer budgets, seasonality, etc., there are many things whi...

Episode #70: Handling Sales Meltdowns

Sales is a tough gig. Sometimes the whole sale's meeting turns out to be a disaster. I had one of those toda...

Episode #69: How We Sell Dale Carnegie Training In Japan

Episode #68: Growing Existing Account Sales

You call on your client at their downtown office and you are ushered into one of those typical Japanese meet...

Episode #67 Extracting The Truth From Buyers

Sales as a profession requires the skills of the sleuth. There is no information, false information, incompl...

Episode #66: In Sales Don't Soldier On Sick

We are experiencing the highest outbreak of influenza in Japan this year. The winter daytime temperatures ha...

Episode #65: Sale's Case Studies

Getting client cooperation to create sale’s case studies in Japan is tough. Japanese companies are very care...

Episode #64: Story San, We'll Think About It

In Japan, this “We’ll think about it” response is often the result at the second meeting with the client. In...

Episode #63: Admitting Wrong In Customer Service

Sometimes things go wrong. Mistakes are made, errors pop up, best laid plans are laid low. Stuff happens. Ho...

Episode #62: Don't Blow The Solution Presentation To The Buyer

Finding clients is an art and so is building trust and credibility that you can help them solve their busine...

Episode #61: Widen That Buyer Gap Or Else

Having a buying need and doing something about it can often be quite disparate ideas. There are many things ...

Episode #60: Handling Buyer Objections

None of us like to hear “no”. We are raised with this word from our parents and we didn’t like getting it th...

Episode #59: Buyers Please Object

Buyers should buy and not quibble, hesitate or question. That at least is what salespeople hope for. That ma...

Episode #58: Stop Cutting Corners

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work...

Episode #57: How To End The Year Strong

Salespeople work to certain rhythms. One of the negative rhythms is to ease off as we get close to the end o...

Episode #56: Brand Killing Customer Service

You really appreciate the importance of brand, when you see it being trashed. Companies spend millions over ...

Episode #55 Back To Basics Baby

We get lazy. We start cutting corners. We get off our game. We chill, cruise and take the foot off the pedal...