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Negotiation Fails
Former American President John F. Kennedy left us with a great quote: "Let’s never negotiate out of fear. But ...
You Can't Cold Call In Japan. Really?
This article will: Stimulate your thinking about ramping up your business Bring you insights from the best tr...
Sales People Don't Care
I thought “Yes!” at last, I have found my perfect Japanese salesperson. This guy is good, really good at sales...
How To Be Likeable And Trustworthy In Sales
We like to buy, but few of us want to be sold. We like to do business with people we like and trust. We will d...
The Ideal Sales Ecosystem
Sales Belief
No Credibility, No Sale
How do we build trust at the start of a business relationship? We are an unknown, we have no established track...
Don't Sell Me, Tell Me
Nothing happens in business until a sale occurs. By the way, we are all in sales, whether we know it or not. I...
Principled Salesperson
There is no doubt that having a solid personal philosophy for how we deal with others is a sound idea. Few pe...
The Holy Grail Of Sales
We hadn’t thought of that or we hadn’t planned for that are holy grail of sales. This is what the client is s...
The Death Valley In Sales
Sales is an emotional roller coaster. It is also a roller coaster of results. We have sales rolling in and we ...
Bad Buyers
The Buyer is God not King in Japan and that difference is huge here. There are so many cases of buyers treatin...
How To Incinerate Your Personal Brand
When we represent our organization in a public venue delivering a talk there are two brands on display. Our co...
Key Things Not To Do When Negotiating
We rarely meet super pro negotiators in business. Often the other side are just like us, rank amateurs. Becaus...
What Successful Negotiators Do
Tricky negotiators are losers. They can only survive in a one shot business, because people won’t want to deal...
Can't Cold Call In Japan. Oh Yeah, Really
Unrequested contacts are frowned upon in Japan. Direct mail goes straight in the bin. Emails from unknowns ar...
Ideal Sales Environment Construction
Sales is a difficult world, but there are certain environments which lend themselves more toward making salesp...
No Mistakes Allowed In Japan
We all want to go to heaven, but none of us want to die. We all want change, but we don’t want to change. Thes...
Le Sales Killer
Getting buyers to hand over their hard won cash is a daunting task in many ways. We salespeople love a challe...
Not A Sales Thank You, Repeat Sales Please
Quotas, budgets, targets, feared employment oblivion all drive salespeople toward making sales. Some go for t...
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