Podcast

Sell with Passion

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

Joe Hart, Global President Dale Carnegie & Associates

Previously Joe was President Asset Health, President at Info Ally, Development Director Taubman, and as a la...

Selling Year In, Year Out (Part One)

Journeymen salespeople are starting another year of selling. Maybe their financial year is a calendar year ...

Episode #415: Micro Stories Unlock Trust In Sales Meetings In Japan

Storytelling is usually associated with novels of hundreds of pages, movies lasting two to three hours, tele...

Episode #414: Thrill, Skill, and Follow-Through: Mastering Sales Account Management In Japan

Bosses love hunters. They beat the bushes and find new clients for the business. Usually, they love the thr...

Episode #413: Networking Done Very Badly. A Real-Life Lesson From Tokyo

I received this note following my attendance at a networking event run by one of the foreign Chambers of Com...

Episode #412: Turning Rejections into Resilience: Dealing with ‘Dear John’ Letters from Japanese Buyers

“Thank you for submitting your proposal for our capability development project. We appreciate the time and ...

Episode #411: The Limits of Opportunity Cost in Japan: A Sales Guide to Winning Reluctant Buyers

In the West, we often emphasise that inaction doesn’t necessarily mean safety for the buyer, and there is a ...

Episode #410: Why Sending Your Sales Proposal in Japan Is the Worst Mistake You Can Make

One of the worst combos in sales is a virtual meeting online and the buyer says, “send me your proposal” or ...

Episode #409: Caring For Your Sales Orphans In Japan

Hunting for new clients is difficult and expensive. Marketing tries to drive people who are seeking our sol...

Episode #408: Balancing Questions With Suggestions In Sales In Japan

We know that there are a lot of salespeople who are totally untrained. They have cobbled together bits and ...

Episode #407: In Japan, How To Tell If The Deal Is Real?

Basically, we know that a third of the potential buyers we meet will never buy from us, another third will b...

Episode #406: Victor Antonio You Are Wrong About Weasel Words In Japan

I am a great fan of Victor Antonio, who writes books, gives lectures and training on sales. I listen to his...

Episode #405: The Required Mindset For Selling In Japan

Salespeople turn up in Japan and expect things to be pretty much the same as where they have come from. Aft...

Episode #404: Salespeople Hate Organisational Changes In Japan

The denizens of the upper floor, quiet, luxurious C-suites with expensive wall hangings and deep pile carpet...

Episode #403 Rationalising Failure In Sales In Japan

“There are no excuses for failing in sales”, is a common ideological position. However, is this really true?...

Episode #402: What To Look For When Hiring A Salesperson In Japan

Most of the sales jobs in Japan require the ability to sell in Japanese. That usually means native speakers...

Episode #401: Don’t Get Emotional In Sales In Japan

I have been coaching a founder client here for quite a while now and his emotional reaction to his clients n...

Episode #400: Elements Of Outstanding Customer Service In Japan - Part Three

This is Part Three and is the conclusion of our series on how to provide superior customer service. 1. Go t...

Episode #399: Elements Of Outstanding Customer Service In Japan - Part Two

In Part One, we looked at some of the elements we need to be working on in providing excellent customer serv...