Create Reference Points For Clients
Sales Training in Japan — Building Trust Online During the Pandemic
How has the pandemic changed sales in Japan?
The pandemic has made it difficult to meet new clients. With new virus variants spreading and slow vaccine rollouts, face-to-face meetings have been replaced by online calls. However, online communication loses body language cues — so sales professionals must build trust with words and storytelling instead.
Summary: Selling online in Japan requires new communication skills and more empathy.
What skills do salespeople now need to succeed?
Knowledge of storytelling and strong word choice isn’t enough — practice and coaching are essential. Every conversation with a client, especially online, must start with a clear and credible introduction that builds trust before any sales talk begins.
Summary: Training and practice help bridge the gap between knowing and doing.
How should we introduce ourselves to new clients online?
Don’t jump into product details. Instead, first gain permission to ask questions by showing credibility. For example:
“We are global soft skills training experts. Dale Carnegie started in New York in 1912, and 90% of the Fortune 500 companies trust us. In Japan (日本, Japan), we’ve been operating since 1963, offering training in Japanese (日本語, Japanese language). I’ve been with the firm for 11 years and have seen the real impact of our programs.”
Summary: A strong, brief story builds trust and opens the door for dialogue.
How do we connect our success stories to clients’ needs?
Share a short story about a past client’s challenge and how your solution helped. Focus on the client’s problem, your approach, and their satisfaction. This helps the new client see how you can help them too.
Summary: Use relatable client stories to make your value clear.
What is the best way to move the conversation forward?
End with:
“Maybe we could do the same for you. May I ask a few questions?”
Then, stay silent and wait. Once they agree, you’ve earned permission to explore their needs. If your service doesn’t fit, don’t force it — move on to the next opportunity.
Summary: Respectful listening builds trust and long-term success.
Key Takeaways
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Selling online in Japan (日本) requires trust and empathy.
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Begin with credibility before presenting solutions.
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Tell short, client-centered success stories.
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Always ask permission before deep questioning.
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Never chase “bad business” — protect your brand.
About Dale Carnegie Tokyo
Founded in the U.S. in 1912, Dale Carnegie Training has empowered professionals worldwide in leadership, sales, presentation, and executive coaching. Since 1963, our Tokyo (東京) office has supported both Japanese (日本企業) and global companies (外資系企業) with localized, impactful training.