Podcast

Episode #294: How Good Are Your Supporting Documents To Drive The Sale

Japan just devours data, statistics and information. When you visit some scenic spot, there will be an amaz...

Episode #293: Silence Is Golden In Business In Japan

Tension is a good thing in business, because this is how we get things done. There is an issue which needs ...

Episode #292: Be Bullet Proof Against Criticism Of Your Follow-up

The phrase “I was ghosted” is a new addition to the sales lexicon but the problem is ancient. You meet some...

Episode #291: Your Agenda Or The Buyer’s When Selling

What would the buyer’s agenda be, during the sales call? “Don’t take too long, because I am busy”, “Don’t w...

Episode #290: Work On Your Sales Not In Your Sales

We have all heard that business advice to “work on your business, not in your business”. When we are the ow...

Episode #289: Blocking, Tackling And Grinding In Sales

The famous Green Bay Packers Coach Vince Lombardi often referred to the importance of the basics in the Amer...

Episode #288: The Piranha Client

If you have ever watched one of those nature documentaries about the piranha fish, they can strip an animal ...

Episode #287: Can You Stimulate The Buyer Greed Gland In Japan?

The sales process has a number of stages we must pass through. One big one is gaining trust. We need to exp...

Episode #286: Bait Your Hook In Sales

I do a lot of coaching for salespeople and there is a common theme which continuously arises, which reveals ...

Episode #285 A Different Value Based Selling

I was contacted by an international training organisation about facilitating training for their clients here...

Episode #284: Mentally Preparing For The Coming Economic Recession

A bloody war in the Ukraine, sanctions on Russia, global oil and gas prices surging, grains in short supply ...

Episode #283: Package Up The Value In The Sale

Price conversations are a bad thing. Invariably, you are dragged into the mud and blood of comparisons with...

Episode #282: The Big Sales Audio Landgrab

“Greg, you are everywhere!”. I am often told this by business people here in Tokyo. What they mean is that...

Episode #281: Handling Post Purchase Mistakes

Even the best laid plans go astray. The sale has been completed, the funds have been paid and we get busy i...

Episode #280: Closing

The word “closing” itself can be controversial in sales. It implies we are ending the process rather than s...

Episode #279: Painting a Word Picture Of Why They Should Buy Now

The sales cycle is a simple progression to get the client to the point of purchase. We have established rap...

Episode #278: Four Powerful Japanese Mindsets For Sales

Sales is a battle. Not a battle with the buyer, although sometimes it feels like that when they won’t purch...

Episode #277: The Salesperson's Time, Treasure and Talent

Sales is such a rollercoaster. You have a good month or a good quarter then you hit a wall. Clients change...

Episode #276: Becoming a Master of Handling Objections

Objections are good. That sounds a bit counterintuitive I know, because what we actually want is to land a ...

Episode #275: Listening Skills

Today, we are going to talk about the importance of listening for salespeople. That might sound ridiculous. ...