TV Show

Episode #251: Close That Sale

You would think that asking for the order would be the simplest thing in a sales job. Not the case here in ...

Episode #249: Stickability Needed

Japanese language has lots of insightful sayings and “mikka bozu” or only lasting as a priest for three days...

Episode #248: Ask Don't Tell

In the West, we have all been trained in consultative selling for many decades. The buyers are used to sales...

Episode #247: Develop Persuasion Power

Being persuasive is not down to luck or accident, it is the result of good planning and execution. This is ...

Episode #246: Where are We Going

New Financial Years, new calendar years, new starts or not? We religiously muscle up and set our resolution...

Episode #245: We Buy Benefits Not Features

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan...

Episode #244: You Don't Need To sell From Stage

The organisers of public presentations are usually not very happy for the presenter to start flogging their ...

REVIVAL Episode #100: The Power Of Passion When Speaking

Episode #243: Business Saboteurs

It sounds quite obvious not to hire people who are dangerous. The problem is people can have a nice resume,...

Episode #242: The Stress of Sales

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

Episode #241: How To Take A Great Presentation Higher

When you hear an excellent presentation, it is easy to be well satisfied. When you are giving such a presen...

Episode #240: Accountability Starts With The Leader

Holding our people accountable is one of the basics of being a leader. They flounder, deadlines pass unheede...

Episode #239: Incentivising Salespeople

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

Episode #238: Selfish Presenters

My regular Rotary meeting held every week at the Imperial Hotel in Tokyo has a featured speaker. Our speak...

Episode #237: Leaders Make Or Break The Firm

How do you run your business. Sharp on the cost control, right on top of the quality, working hard on build...

Episode #236: Salespeople To Avoid

If you meet any salesperson who doesn’t ask you questions before explaining their widget run! This person i...

Episode #235: The Big Perspective Is Needed When Presenting

The podium is a powerful place for powerful ideas. The audience has no idea what you are going to say and w...

Episode #234: Coach For Team Excellence

The younger generation are the future and they want a different type of boss. That boss has to be a new mod...

Episode #233: Sales Objection Handling Mastery

Brain fog can hit salespeople when they hear a buying objection from the client. As soon as they recover, t...

Episode #232: The Mindset For Presentation Success

Our mental approach to our activities determines our success. We know this in sports and in business, but w...