Podcast

Episode #357: Will My Content Marketing Be Swamped By ChatGPT?

Content marketing has been around for many years now and is an accepted way of appealing to clients. Though...

Episode #356: Dealing With Multiple Buyers

Usually in Japan, we meet more than one buyer. In Western meetings, it is more likely to be a one-on-one sit...

Episode #355: Selling When the Client Doesn't Follow Our Script

Every professional salesperson has a set script of how the sales call will run. Amateur salespeople just tu...

Episode #354: Recognising Non-Clients

Salespeople are always desperate to make a sale. There are targets, quotas, KPIs aplenty and the pressure i...

Episode #353: Selling Yourself Is The First Sale You Need To Make

Buyers don’t know us at first, so all they have to go on is the brand and our personality. If the brand is ...

Episode #350: Buyers Have Many Woes And We Need These In Sales

There is nothing worse than meeting a buyer with no problems. Theoretically, we shouldn’t be meeting them a...

Episode #349: The Post-Covid World of Sales In Japan

Episode #348: How To Become An Angel They Know In Sales

Episode #347: Has Covid Changed The Way We Sell In Japan?

If you are in the consulting or selling fields, then telling buyers that what went before is now irrelevant ...

Episode #346: Keep Following Up Buyers

There is a certain well known Japanese recruitment focused company, who keeps calling me at regular interval...

Episode #345: What Do You Do When Nothing Is Working In Sales

We hit hard times often and quickly in sales. Deals have been done and the solutions delivered and then not...

Episode #344: Questioning Skills In Sales

This was very frustrating. It became obvious from the client’s email response that there was a sizeable gap...

Episode #343: Reducing Buyer Friction In Japan

Victor Antonio is one of my favourite podcasters on sales and he recently had an episode on reducing frictio...

Episode #342: Don't Be In Awe Of the Buyer When Selling

Listening to a young salesperson in his first sale’s role talking about being nervous to present to a high p...

Episode #341: Haggling Over The Sales Price In Japan

In Japan we don’t have the custom of haggling when we go to shop. The price is the price is the price, in t...

Episode #340: How To Do Sales Role Play Practice

Role play is one of the keys to improving in sales. We are in a psychologically safe environment where we c...

Episode #339: Prediction Ability In The Sales Call

Salespeople are constantly talking to clients, but if you think about it, clients don’t have that many conve...

Episode #338: Not Doing Sales Training Is Stupid

I was chatting with a prospective client about a proposal I had submitted and he offered this feedback from ...

Episode #337: What to do About Losing Track Of Buyers

How could we lose track of buyers? Unfortunately it is very easy. That nice person we have been dealing wi...

Episode #336: The Four "Excellents" For Salespeople

The front row of sales training courses will often have the best salesperson sitting there trying to get eve...