Podcast

Episode #62: Don't Blow The Solution Presentation To The Buyer

Finding clients is an art and so is building trust and credibility that you can help them solve their busine...

Episode #116: Be Fearless. Become A Considered Self Promoter To Grow Your Business

I am infamous in Tokyo. I always ask the first question of the speaker at an event. “Oh Greg, you always as...

Episode #61: Widen That Buyer Gap Or Else

Having a buying need and doing something about it can often be quite disparate ideas. There are many things ...

Episode #60: Handling Buyer Objections

None of us like to hear “no”. We are raised with this word from our parents and we didn’t like getting it th...

Episode #115: The Impromptu Talk

If you are called upon at an internal meeting with the big bosses, or during an external public event, to su...

Episode #59: Buyers Please Object

Buyers should buy and not quibble, hesitate or question. That at least is what salespeople hope for. That ma...

Episode #114: One Of Your Most Vital Presentations

Usually when we hear the term “presentation”, we think of a public arena, a big crowd and a lot of formality...

Episode #58: Stop Cutting Corners

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work...

Episode #113: Firing Up An Audience

Whenever I am in the USA, I love watching the different television preachers in action. I am not looking fo...

Episode #57: How To End The Year Strong

Salespeople work to certain rhythms. One of the negative rhythms is to ease off as we get close to the end o...

Episode #112: The Japan Gap Between Speaker And Audience Is Still Vast

Lawyers in Japan are an elite group. Senior lawyers are the elite of the super elite. When I landed in Tok...

Episode #56: Brand Killing Customer Service

You really appreciate the importance of brand, when you see it being trashed. Companies spend millions over ...

Episode #111: If You Want Your Audience To Be Enthusiastic, Act Enthusiastic Yourself

There is an old truism in sales, “sales is nothing more than the transfer of the enthusiasm of the seller fo...

Episode #55 Back To Basics Baby

We get lazy. We start cutting corners. We get off our game. We chill, cruise and take the foot off the pedal...

Episode #314: Killing Rumours And Misconceptions

Staffing is a subject that gets a lot of attention from those within and without the organisation. Those ou...

Episode #110: Including Dialogue In Our Presentations

Normally when we give presentations, they tend to be pretty dry affairs. We marshal the facts, relate what ...

Episode #54: Sales Is Easy, So Why Do We Make It So Hard

The object of a sale is to exchange a good or a service for money. The degree to which that money can exceed...

Episode #109: Plumb Your Own Experiences For Content When Presenting

It is ironic how talkative we are on some subjects, but how lost we are when it comes to giving public talks...

Episode #313: How To Fix Burnout

Previously we looked at preventing burnout but what happens if we missed that tide and the ship didn’t sail?...

Episode #312: How To Use Networking To Increase Your Revenues

There are two varieties of networks here for me - the Japanese speaking and the English speaking. With regar...