Episode #167: The 106 Centimeter Cold Caller
Turning Rejection into Strength — The Lesson of Toshiya Kakiuchi for Sales Professionals in Japan
Why Do So Many Salespeople Struggle to Meet Targets in Japan?
Sales professionals worldwide are masters at finding creative excuses for poor results. In Japan, this often comes with a familiar refrain — “You can’t cold call here.” The reality? Most salespeople fear rejection more than failure. When leads dry up, they blame marketing campaigns, budgets, or cultural barriers. Yet, the truth is simpler: persistence separates the top performers from the rest.
Mini-Summary: Many salespeople fail not because of market limitations, but because they stop trying too soon.
What Can We Learn from Toshiya Kakiuchi’s Approach to Cold Calling?
Toshiya Kakiuchi, born with a brittle bone disease and confined to a wheelchair, redefined what resilience means in sales. Assigned to a tobikomi eigyo (door-to-door cold calling) role in Japan, he could only visit a handful of offices each day. Still, he became his company’s top salesperson — not through volume, but through differentiation and determination.
Unlike the forgettable salespeople brushed off at receptions, Kakiuchi-san stood out. His presence demanded empathy and attention. By returning repeatedly and building recognition, he turned his physical limitation into a strength: memorability.
Mini-Summary: Kakiuchi’s success came from embracing his uniqueness and showing relentless persistence, proving that differentiation drives sales success.
How Can Sales Professionals Build Mental Toughness?
Sales in Japan — whether phone-based or tobikomi eigyo — is emotionally draining. Yet Kakiuchi-san’s story proves that attitude outweighs circumstances. He was physically weak but mentally unbreakable. Every “no” brought him closer to a “yes.” His mindset is a masterclass in resilience for all sales teams, both in 日本企業 (Japanese firms) and 外資系企業 (global corporations).
Mini-Summary: Mental toughness, not physical ability, determines long-term success in sales.
What Is the Business Impact of Kakiuchi’s Work Today?
Now the founder and CEO of Mirairo, Kakiuchi-san leads a company specializing in universal design and accessibility consulting. His app Bmaps helps users find accessible routes — identifying stairs, elevators, and barriers in real time. His book Barrier Value (バリアバリュー) chronicles how he turned obstacles into opportunities, echoing Dale Carnegie’s principle: “Develop success from failures.”
As Japan’s population ages, companies will increasingly rely on Mirairo’s insights to serve customers with mobility challenges — a lesson in foresight and inclusivity.
Mini-Summary: Kakiuchi-san transformed personal struggle into business innovation, demonstrating that empathy creates lasting value.
Key Takeaways
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Stop making excuses — resilience and differentiation drive results.
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Mental strength and persistence are the foundation of sales success.
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Every “barrier” is an opportunity to create new value.
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Inspiration from Kakiuchi-san’s journey applies to both sales and leadership training in Japan.
Dale Carnegie Tokyo — Building Sales Resilience and Leadership in Japan
Founded in the U.S. in 1912, Dale Carnegie Training has empowered individuals and organizations worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, continues to help Japanese and multinational companies develop resilient, high-performing professionals ready for today’s business challenges.