Podcast

Episode #90 Negotiating With The Difficult

We are all amateurs when it comes to negotiating. Very few of us bother to study about it, because it seems...

Episode #390: Leadership Silk Purses From Sows' Ears

The ad on social media said, “we are looking for sales A players”. I know the guy who put out the ad and he...

Episode #207: As A Presenter What You Can Learn From Trump

This recent debate is a hot button topic. Let me set the record straight, I am an Australian living in Tokyo,...

Episode #151: Survival Tips For Stressed Out Salespeople

When we are under stress our concentration and productivity levels are much lower than normal. Sales has to...

Episode #89 Presenting Our Sales Materials

How hard can it be the present the sales materials to the buyer? Simple right! Well maybe not. What are th...

Episode #389: Namby Pamby Kids Today And Tough Love Leaders

Years ago I inverted the pyramid and promoted the best salespeople to become the branch leaders. The existi...

Episode #206: Where Do Presentations Go Off The Rails?

You see it. The presenter publicly self-immolates. They might butcher the start, get lost in the weeds of th...

Episode #150: In Sales We Need To Create Super Re-Order Customers

Here is an important mantra: We don’t want a sale, we want the re-orders. That task however is getting hard...

Episode #88 What Is The Correct Breathing Method When Presenting

Breathing. How hard can that be when we are presenting? Funnily enough we do crazy things and create proble...

Episode #388: Micro Leadership Techniques

Time is the enemy of good leadership. It takes time to develop a team of individuals. A common metaphor is...

Episode #205: Lessons From The Virtual World For Presenters

It was a strange feeling. I was back in the Super Safe Classroom after 7 months of teaching solely LIVE On L...

Episode #149: Sales Bad News Travels In Threes

Our financial year ends in August and we are up over 20% on last year’s revenue results. I should be ebullie...

Episode #87 How To Not Win Friends And Not Influence People

Dale Carnegie’s famous book How To Win Friends and Influence People dealt with what to do when you want to g...

Episode #387: The Leadership Equation

I remember reading once about a President reflecting on the cost controls he had instituted inside his organ...

Episode #204: Being Clear And Being Hopeful

Speaking is easy, so being clear should be easy too. Well that sounds good in theory, but there is more hope...

Episode #148: Why No Omotenshi From Some Chinese Retail Service In Tokyo

This is a controversial piece today, because I am singling out one race, one group in isolation. It is also...

Episode #86 The 105 Centimeter Salesman

How is it possible that a salesman who can barely see over the counter become the top salesman in his compan...

Episode #386: Effective Teamwork is No Accident During COVID-19

Working from home can easily become working apart. Japan is a group oriented society and now the group has b...

Episode #203: Seven Tips From The Front Lines Of Presenting

I have the opportunity to give a number of presentations each year. I video them as well, so I can study whe...

Episode #385: As A Leader, How To Provide Guidance Your People Will Follow

Giving people orders is fine and fun, when you are the leader. Not so great when you are on the receiving e...