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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...
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 #334: Don't Do This In Sales
There was an excellent effort on display here. A salesperson was using LinkedIn to find potential buyers an...
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I was listening to a sales podcast and the expert guest was lampooning some typical closes as outdated, insu...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...
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