Podcast

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...

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...