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Episode #188: Don't Snatch Defeat from Victory in Sales

Sales is easy if you know what you are doing. It is a flow, where each step intersects with the previous ...

Episode #191: Buyers Have No Urgency So We Have To Create It

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

Episode #190: Enthusiasm is Key When Presenting

Positivity in life is electric and it can impact others very quickly. Our mindset and energy output are en...

Episode #189: Adrenaline And Leaders

The brain when triggered by fight or flight impulses, releases adrenalin into the larger muscle groups. I...

Episode #187: Huge Auditorium Presentations Are Complex

Owning the room is doable with an audience of one hundred people but much more challenging when there are ...

Episode #186: The Art of Leading a Foreign Business in Japan

Running a business in Japan is not for the faint hearted. Plenty of big companies with deep pockets have ...

Episode #185: Sales Objections, Welcome

Getting an objection from a buyer is a joy. Getting nothing is a pain. At least when they object, they a...

Episode #184: How To Defeat Imposter Syndrome As A Presenter

Presenting exposes a lot about us to our listeners. In this modern age it is more and more important that...

Episode #183: Can Leadership Be Automated?

As a species, we like to dominate rather than be dominated, which is why we are trashing the planet so vig...

Episode #182: Basics Are Everything

The sale waits for no man. Either you make that sale or your competitor does. If it is a non-starter the...

Episode #181: Practice Makes A Lot Better When Presenting

Practice makes Perfect except when presenting. Why? Because as businesspeople, we just don’t get enough ...

Episode #180: Straight Talk Means Trouble A Plenty

Japan doesn’t appreciate embarrassing truths. The temptation to be right can be overwhelming to Western b...

Episode #179: How To Scuttle Your Brand

Jan Carlzon wrote a fascinating book called Moments of Truth on how to maintain the trust in your brand, t...

Episode #178: Understanding Using Data When Presenting In Japan

How much is enough data in a presentation? How much is too much? Generally speaking, most presenters hav...

Episode #177: Charisma For Leaders

“Born to lead” is nonsense. Many things shaped that person in order for them to achieve credibility with ...

Episode #176: Cut the Excuses Baby

“I would be able to sell a lot more except for all the extraneous, external factors over which I have zero...

Episode #175: Dealing With Ambush Speaking Requests

Suddenly you hear your name being called upon and you are being requested to make a few remarks. Uh oh. ...

Episode #174: You Can't Do It All by Yourself

The hero’s journey is for the very, very few. I did it my way, I slaved away in a garret and got to the t...

Episode #173: The Easy Way Of Selling

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

Episode #172: Using The Power Of Rhetorical Questions

Questions in general are powerful tools for speakers. They bring focus to key points we want to get acros...