Podcast

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...

Episode #94: The 7 Fail Points in Sales In Japan

Episode #93: Closing Sales In Business In Japan

You would think that asking for the order would be the simplest thing in a sales job. Not the case here in ...

Episode #92: Handling Buyer Objections In Business In Japan

You would expect that salespeople would hear a lot of objections from buyers, particularly the same objectio...

Episode #91: Explaining The Application Of The Benefits To Buyers In Business In Japan

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan....

Episode #90: Buyer Personality Styles in Business In Japan

We usually think in terms of cultural differences with the West when we are dealing with Japan. In fact, pe...

Episode #89: Asking Buyers Questions When Doing Business In Japan

In the West, we have all been trained in consultative selling for many decades. The buyers are used to sales...

Episode #88: Respect In Business In Japan

Respect in Japan may be more similar to concepts in European countries rather than new world countries like ...

Episode #87: Formality In Doing Business In Japan

Formality in Japan is linked very closely to what is perceived as being polite. European countries may feel...

Episode #85: Networking When Doing Business In Japan

There are two varieties of networks here for me - the Japanese speaking and the English speaking. With regar...

Episode #84: Gaining Buyer Trust When Doing Business In Japan

Trust is a big issue in Japan. The people we deal with in companies are salaried employees, who have probabl...

Episode #86: Nemawashi Or Groundwork In Business In Japan

Nemawashi is a very important word in Japanese. It is made up of two words “ne” which means root and “mawas...

Episode #83: Customer Service When Doing Business In Japan

Japan is probably the leading country in the world for customer service. These are seriously picky, picky c...

Episode #82: Networks For Doing Business in Japan

In business the ability to develop a strong network is critical. There is nothing better than getting to kn...

Episode #81: Getting Paid In Business In Japan

Nothing happens in commerce without a sale being made. Great to know that, but what about being paid for the...

Episode #80: Salespeople, Money and Motivation In Japan

Salespeople are motivated by money and the more money they can make the more motivated they become. Except i...

Episode #79: Educate Yourself In Sales

There are almost no sales courses at Universities. Maybe, in the USA somewhere, a University is offering so...

Episode #78: Where You Sit Determines How You Buy In Japan

Every role in a company has its own priorities, perspectives and functions. When we are selling to individua...