Podcast

Episode #335: How Can The Player/Coach Sales Leader Manage The Twixt And Tween Problem

You have done an excellent job as a salesperson, hitting your numbers and getting a strong reputation as a “...

Episode #344: Don't Do This In Sales

Episode #333: How Do We Tell The Buyer They Are Wrong?

Arguing with buyers is a slippery slope to sales oblivion. “I told him off and made him fly straight”, is a...

Episode #332: Are Your Sales Proposals Working Effectively?

In Japan we usually need a couple of meetings with the client to get the business. In Meeting One, we build...

Episode #331: Be Very Careful With Your Chitchat When Selling

We salespeople love to talk. We are enthusiastic about our differentiation, our solution, our features, the...

Episode #330: SPIN Selling's Implication Genius

If you are a student of sales, then you will know all about SPIN Selling developed by Neil Rackham, based on...

Episode #329: Can ChatGDP Deliver The Perfect Sales Pitch?

In many sales organisations, sales scripts are a way of harmonising the messaging as well as getting newbies...

Episode #328: We All Need Our Evidence Bit In Sales

We have found the prospect. It might have been through desk research then a cold call or a chance business ...

Episode #327: Do You Need To Speak Japanese To Sell In Japan?

There are many non-Japanese speaking business people doing deals with Japanese companies. They may be flyin...

Episode #326: Asking For The Business In Sales

I was listening to a sales podcast and the expert guest was lampooning some typical closes as outdated, insu...

Episode #325: Regret At Leisure If You Tolerate Riffraff Salespeople

Riffraff inhabit all corners of the business world, but the sales profession suffers more than many others. ...

Episode #324: How To Hit The Sales Target In Japan

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

Episode #323: Selling Is All About The Basics

We are starting the New Year and have we decided how we will start it? Are we going to just slide back into...

Episode #322: No Cushion, No Sale In Japan

A cushion, in the sales world, isn’t that thing you bite into with frustration when your old client buys fro...

Episode #321: Understanding Features And Benefits In Sales

Most salespeople are very good on the detail of their solutions. The more technical the solution, in order ...

Episode #320: Over-Servicing Japanese Buyers

A very common complaint from foreign bosses here in Japan is that their sales staff are over-servicing the J...

Episode #319: Steve Jobs And The Death Of The Salesperson

Proprietary research findings, industry experience, thick product catalogues, detailed flyers were the curre...

Episode #318: The Ideal Client Profile

Knowing where to find potential clients is one of the core skills of salespeople. Yes, marketing drives acti...

Episode #317: The Japanese Concept of Shu-Ha-Ri for Sales

The Japanese idea of Shu-Ha-Ri is a combination of three characters – 守破離. Shu is to protect the traditiona...

Episode #316: Are Your Buyer Questioning Skills Good Enough?

Many salespeople contemplating this title would be flummoxed. They don’t have really good questions for the...