Podcast

Episode #393: Missing The Real Needs When Selling In Japan

I had a meeting with a client I have been chasing for business for the last ten years. They have had the sa...

Episode #392: Preparing RFPs in Japan

I don’t like doing RFPs in Japan. We are translating concepts and intangibles into text in a document, whic...

Episode #391 Stress Free Closing The Sale In Japan

Recently, we had a negotiation with an existing buyer. They had severely cut back their purchasing quantiti...

Episode #390: Sales Can Be Depressing In Japan

I am having a bad run in sales at the moment and it is depressing. I am a constant networker attending even...

Episode #389: AI And The Death Of Content Marketing

I started my first podcast “The Japan Leadership Series” on August 2nd, 2013. Shortly after that, I discove...

Episode #388: Confirming Your Understanding Of The Client Needs In Japan

Have you ever had this experience? You cannot get on the same wavelength as the client. I remember an HR Di...

Episode #387: How To Present Your Sales Materials To The Japanese Buyer

Japan loves detail. A lot more detail than we expect in the West. I remember a lecture I attended at an aca...

Episode #386: Controlling Our Hour For The Sales Meeting In Japan

Usually in Japan, we are granted an audience with the buyer for an hour for the meeting. Sometimes with Wes...

Episode #385: Body Language In Sales In Japan

Body language is just that, a silent language, which communicates meaning. We can get verbal communication ...

Episode #384: Sardonic Humour, Sarcasm and Irony When Selling in Japan

Aussies are a casual people. They prefer informality and being chilled, to stiff interactions in business o...

Episode #383: Being Convincing In Front Of The Buyer In Japan

Blarney, snake oil, silver tongued – the list goes on to describe salespeople convincing buyers to buy. Now...

Episode #382: Selling To Sceptics On The Small Screen In Japan

We are slowly emerging from Covid, yet a few leftovers are still hanging around, making our sales life compl...

Episode #381: The Two-Step Process When Selling In Japan

Getting a deal done in a single meeting is an extremely rare event in Japan. Usually, the people we are tal...

Sell With Passion In Japan

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Episode #380: Dress For Success When Selling In Japan

I recently launched a new project called Fare Bella Figura – Make a Good Impression. Every day I take a pho...

Episode #379: Selling Yourself From Stage In Japan

Public speaking spots are a great way to get attention for ourselves and what we sell. This is mass prospec...

Episode #378: How We Lose Clients In Sales In Japan

Finding clients is expensive. We pay Google a lot of money to buy search words. We pay them each time someo...

Episode #377: Using Demonstrations And Trial Lessons To Sell In Japan

Salespeople are good talkers. In fact, they are often so good, they decide to do all the talking. They try...

Episode #376: The Buyer Is Never On Your Schedule In Japan

I am very active networking here in Tokyo, scouring high and low for likely buyers of our training solutions...

Episode #375: Content Marketing Is Great For Japan Sales But Can Be Fraught

Access to social media has really democratised salespeople’s ability to sell themselves to a broader audienc...