Episode #252: The Classic Sales Brush Off In Japan

In Japan, the common response of “We’ll think about it” often comes after a salesperson’s second meeting with a client. The first meeting focuses on establishing trust and understanding the client’s needs, while the second involves presenting a proposal and trying to close the deal. However, the reality is different: many Japanese salespeople jump straight into pitching their product’s features without fully understanding the client’s needs, leading to this vague response. This happens because they often miss out on clarifying the client’s true objections, which could be hidden or unspoken.

To handle this, we should accept that the client might need time to think, but also aim to clarify why. Using a strategy from Victor Antonio, salespeople can probe by asking whether the client is truly interested but unsure or simply not interested at all. If the client is interested but uncertain, further questions should explore if the product’s fit, functionality, or finances are an issue.

In Japan, though, pressuring the client is risky, as the decision-making process involves internal discussions, not just one person’s opinion. The buyer may agree with the proposal but still need to align with other departments or stakeholders. Instead of pushing for an immediate answer, it’s better to address potential internal concerns. Salespeople should ask if there might be resistance from other teams or if functionality or finance might cause problems. By doing so, they guide the client to anticipate objections from others, while reinforcing the proposal’s value. When hearing “we’ll think about it,” salespeople should stay calm, set up a follow-up meeting, and avoid pushing too hard, maintaining the trust they’ve built.