Podcast

Episode #15: You Don't Want Sales

Clever, shallow, smooth as silk, glib, “rat with a gold tooth” salespeople are the scourge of the earth. The...

Episode #14: Stop Sales Suicide

What we say and how we say it matters. It matters in life, in families and in business- especially in sales....

Episode #13: The Negotiation Process

“Winning is not a sometime thing. You don’t do things right once in a while…you do them right all of the tim...

Episode #12: What Successful Negotiators Do

Every sale is a negotiation. It might be centered around price but it could also be around delivery times, q...

Episode #11: Omotenashi - Real Japanese Customer Service

I am sure you have you seen notices explaining that this store location is going to close while the building...

Episode #10: Nasty Buyers

The customer is Kamisama (God) in sales in Japan. We hear this a lot here across all industries and sectors....

Episode #9: The Sales Valley Of Death

Sales cannot run like a manufacturing production line. We are not making industrial cheese here. This is mor...

Episode #8: Let's Go for The Sale's Bulls-eye

Sale’s solutions are what make the business world thrive. The client has a problem and we fix it, our goods ...

Episode #7: Selling Ain't Telling

He slid effortlessly into the chair and before I knew it, he had popped open the oyster shell of his laptop ...

Episode #6: Principled Salespeople Win

In 1936 an unknown author, despite many frustrating years of writing drafts and receiving publisher rejectio...

Episode #5: Credibility Counts for Everything In Sales

Salespeople are carrying around a lot of baggage with them when they visit clients. The smooth talking, dodg...

Episode #4: Sales Certainty

The hardest sales job in the world is selling something you don’t believe in yourself. The acid test is woul...

Episode #3: You Can't Cold Call In Japan. Really?

The pressure for increasing results is not constant. It is just keeps surging “higher, faster, further”. We ...

Episode #2: How To Be Likeable And Trustworthy In Sales

It has always been astonishing to me how hopeless some salespeople are in Japan. Over the last 20 years, I h...

Episode #1: Salespeople Need To Care

Do you subscribe to various sites that send you useful information, uplifting quotes etc? The following mors...