Podcast

Episode #374: Japan Small Businesses Must Pick Up The Dregs Of Sales

Japan is facing a serious shortage of staff in many industries. The job-to-applicant ratio rose to 1.28, th...

Episode #372: In Sales How To Be Liked By Different Types Of Buyers In Japan

Our circle of friends will usually be people with whom we share a lot of commonalities. Our viewpoints merg...

Episode #373: In Sales How To Break Through The Buyer Brain Logjam

Sales people are in massive competition today, with all the distractions that are out there for the client’s...

Episode #371: The Real Know, Like And Trust In Sales In Japan - Part Three - TRUST

In the first two parts of this three part series we have gone deep on how to become known and liked by buyer...

Episode #370: The Real Know, Like And Trust In Sales In Japan - Part Two -LIKE

In Part One, we went deep on the KNOW Factor in sales and today we turn to why we need to be likeable. Actu...

Episode #369: The Real Know, Like And Trust In Sales In Japan - Part One -KNOW

We have all heard this bromide about Know, Like and Trust in sales, but have we really deeply explored what ...

Episode #368: AI Created Content Is Average So Add Your Storytelling

AI Created Content Is Average So Add Your Storytelling AI has opened the floodgates to allow any idiot to c...

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 ...

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 ...

Principled Salespeople Win

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

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 #367: Dealing With Organisational Distractions When Selling

We have all seen it – the pendulum swings of organisational change. You can basically break out your stopwa...

Episode #366: How To Pitch For Business In The Worst Case Scenario

Pitching for the business is quite different to selling to a client representative we may be meeting in a me...

Episode #365: How Do We Sell To Idiot Buyers?

Selling to idiot buyers sounds a bit harsh doesn’t it, but I am sure we have all had a version of this exper...

Episode #364: Do We Really Understand Client's Needs In Sales?

Understanding client’s needs presumes we care about what they want. For many salespeople this isn’t even a ...

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 #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 #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 #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 #358: How Detailed Should Our Sales Proposals Be?

In Japan, we meet the client, build the rapport, seek permission to ask questions, ask the questions and the...