Podcast

Episode #362: Sell The Reaction To Your Client

We have products and services to sell and there are key details about their features which we need to explai...

Episode #362: The Physicality Of Presenting

Presenting is physical labour. We can do it with minimal energy or we can expend large amounts of effort. T...

Episode #299: Don't Forget Your Customers

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 #170: Jose Gozalbo, Country Head, Maetel Construction Japan

Jose has previously been O&M Senior Sales Manager at Trina Solar, Director of Fotovoltaica de la Mancha,...

Episode #198: Employees Are Number One

There is a great Simon Sinek video floating around about how companies say employees are important, but don’...

Episode #535: We All Need A Clear "Innerview" Of Our Team Team

If one of our goals as a leader is to align our team members goals, aspiration, dreams and desires with thos...

Episode #361: Dealing With Pushback from Buyers

Nobody in sales likes it when buyers pushback and don’t make a purchase decision. There are varying degrees...

Episode #361: Should Presenters Use Eye Contact In Japan?

Japanese culture is pretty specific about making eye contact with people. In ancient times, a commoner might...

Episode #298: Clarify Your Message When Presenting.

The head of a pin isn’t much real estate is it? The metaphor for presenting is to have pin point accuracy a...

Episode #169: Rionne McAvoy, CEO, Japan Media Services

Multiple award winning filmmaker and CEO of a video production company based in Tokyo, Japan. A former profe...

Episode #197: How To Do Impromptu Talks

Suddenly you hear your name being called upon and you are being requested to make a few remarks. Uh oh. No...

Episode #534: Dealing With Conflict Within The Team

  Japan is excellent at being two faced. In the West, this has a pejorative air, but in Japan this is ho...

Episode #360: Don't Drown The Buyer In Detail When Selling

If we have done a professional job in selling we will have understood what the buyer is attempting to achiev...

Episode #360: We Are All Brimming With Stories For Our Presentations

It is a mystery why more people don’t bring storytelling into their presentations. Technical subjects may se...

Episode #297: Soft Skills Are The Final Frontier

A number of years ago, I recall reading in Japan’s Spa magazine, the results of a survey they completed of 1...

Episode #168: Johan Gade, CEO Saxo Bank Japan

Saxo Bank is a securities broker started thirty years ago in Denmark and they have been in Japan for 13 year...

Episode #196: Pushing Buyers

Pushy salespeople are very, very annoying. They try to bug you into buying and none of us like it. We may ...

Episode #533: Selling You And Your Firm To Job Candidates

  Hiring in Japan used to typically involve going through an endless amount of resumes and holding caref...

Episode #359: Developing A Personal Following In Sales

For most places in the world, and Japan in particular, when you find a good salesperson, you tend to stick w...

Episode #359: How To Present When The Topic Is Unforgiving

In some professions, there is a lot of media scrutiny on what the speaker is saying. The organisation they r...