Episode #206: Virtual Selling - How To Present Virtual Solutions With Impact

Why do online sales calls in Japan fail without strong needs analysis?

Online sales calls often fail because sellers jump straight to pitching. In Japan, many salespeople skip needs analysis and go directly to product details, which risks a mismatch and wastes everyone’s time. When you first gain permission to ask questions, your goal is to confirm whether the buyer’s situation truly fits what you offer. If there’s no fit, leave early and pursue a better match.

Mini-summary: Needs analysis protects your time and credibility, and helps you qualify Japanese buyers before pitching.

After asking needs questions and hearing answers, clearly state whether your solution matches their needs. If it does, move forward. In face-to-face meetings, body language gives constant feedback. Online, those “tells” are weaker, so you must increase engagement and check understanding more actively.

Mini-summary: Online presentations require deliberate engagement to replace missing body-language cues.

Why must you control detail with Japanese buyers?

Many Japanese buyers are highly detail-oriented and risk-averse. Once you explain how something works, they may drill into “detail after detail after detail” to search for risk. If you let this continue too long, you lose time to explain benefits and outcomes.
Instead of going deep into mechanics, guide the discussion toward what the detail does for their company. Keep facts short, and immediately wrap them in benefits tied to what they said they need—both company needs and personal needs.

Mini-summary: Respect detail-orientation, but steer firmly toward value and outcomes.

Use a simple rhythm:

1. Fact — what your solution does.

2. Benefit — why that matters to their needs.

Example:

• Fact: “The software allows electronic agreement in the document, and the result is stored in a blockchain file.”

• Benefit: “That means approvals can happen anywhere—no one needs to be in the office.”

This keeps the buyer focused on impact, not mechanics.

Mini-summary: Every fact should immediately become a benefit connected to their stated needs.

How do you add evidence that Japanese buyers trust?

Japanese buyers dislike being “guinea pigs.” They prefer precedent. After stating the benefit, add a relevant proof story based on who the buyer is:

• CEO → long-term strategic evidence

• CFO → cash-flow / risk evidence

• Technical buyer → spec-match evidence

• User buyer → service / reliability evidence

Example evidence story (shortened):
A client using paper files had slow, linear workflow. After switching to electronic documents, multiple people worked simultaneously, saving time and boosting productivity. Online approval removed the need for travel and reduced infection risk during Covid-19. Blockchain storage secured proof from tampering or forgery.

Mini-summary: Match your proof story to the buyer’s role and show real precedent.

How do you trial-close online without sounding pushy in Japan?

In person, you might say: “How does that sound so far?” Online, you need even more engagement because the buyer has been silent while you talk. Use low-key collaborative questions that ask for opinions, not decisions:

“You mentioned remote work was popular, but productivity suffered. If productivity and staff engagement improved, what impact would that have on your business?”

This mentally places the buyer inside the future state. Their reaction shows acceptance or resistance. If interest is clear, move to a close: “Shall we go ahead and get this started?”

Mini-summary: Use collaborative opinion-questions first, then close only after visible support.

What you say must be supported by how you say it. Use BIGLUC:

• B — Body movement: Show energy through posture and movement.

• I — Increased energy: Video reduces voice strength about 20%, so raise tone and presence.

• G — Gestures: Use visible gestures to emphasize points. If using a green screen, gesture in front of your body so hands don’t vanish.

• L — Leaning forward: Sit on the edge of your seat and lean into the camera.

• U — Using facial expressions: Back your words with expressive reactions.

• C — Camera: Speak to the lens, not the face on screen, to feel direct.

BIGLUC creates stronger trust and engagement in the online environment.

Mini-summary: BIGLUC restores presence, clarity, and persuasion lost in video calls.

• Start with permission and needs analysis to confirm fit; exit early if there’s no match.

• Control excessive detail-dives by quickly turning facts into benefits.

• Use role-matched precedent stories because Japanese buyers value proven examples.

• Increase online engagement and presence using BIGLUC.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.