Podcast

Episode #95 Winning Sales Follow Through

No one tells you when you start in sales that you need a crash course in juggling. Not juggling balls in th...

Episode #395: Modern Micro-Planning For Leaders

Best laid plans of mice and men. That was 2020 wasn’t it. We all started that year with our plans, hopes, ...

Episode #212: Should You Distribute Materials Before Your Speech

Sometimes the organisers of the presentation event ask us if they can distribute our slides before the speech...

Episode #156: Success Negotiating - Part Two

In Part One we covered the four steps involved in negotiating: Analysis, Presentation, Bargaining and Agreem...

Episode #94 The 400 Face Presentation

Very few business presenters are able to really engage their audience. They are speaking at them rather with...

Episode #394: The Three Circles Of Leadership

Most leaders are not properly trained for leadership. This is especially the case in Japan. Here you study...

Episode #211: "Many people say" and Other Strategies For Dealing With Pushback

Donald Trump has made this technique of “many people say….” famous for dealing with opposing views. This is ...

Episode #155: Success Negotiating Part One

Our image of negotiating tends to be highly influenced by the winner takes all model. This is the transacti...

Episode #93 Dealing With The Most Difficult People

Sadly not everyone is like us. At time, we have to deal with people who are quite rude or aggressive. This...

Episode #393: Houseclean The Team Every Year

Japan has a wonderful year end tradition where the entire house is given a massive clean up. Dust is dispatc...

Episode #210: Getting Objective Useful Feedback On Your Presentation

“How was it?” is a pretty lousy survey question a presenter may ask of acquaintances, friends or their staff ...

Episode #154: How To Present To A Diverse Buying Team

This is very tricky in Japan. Because of the convoluted decision making process here, there will be many vo...

Episode #92 Every New Sales Year You Are Back To Zero

Sales is a tough gig. Monthly, Quarterly, Annual quotas dog us every day. The pressure is unrelenting. Wh...

Episode #392: The 2021 Leader

Looking back, 2020 started quite well and then rapidly descended into a nightmare for most of us. Very few ...

Episode #209: How To Sell Your Presentation To Pull An Audience

Whether we asking to give a talk or asked to present, we need an audience. The onus is on the meeting hosts ...

Episode #153: The 80-20 Rule Of Selling

We are all familiar with the 80/20 Pareto Principle, where 20% of buyers account for 80% of the sales and 20...

Episode #91 Don't Mystify Me With Your Presentation

The number one request we receive from our participants in our presentations classes is help to make them cl...

Episode #391: Is Japanese Leader Charisma The Same As Western Charisma

I met the owner of a successful business recently. He had bought the company twenty years ago and then pivo...

Episode #208: Outlining Your Talk Using The Balloon Brainstorming Technique

A request came to me recently asking me to speak to an audience. So my first question was, “what would you l...

Episode #152: How To Disagree But Still Keep Your Customer

The Customer is King. How do you say “no” to the King? In ancient times, if you said “no” to the King, you...