Thought Leadership

Sell With Passion In Japan

Why do buyers in Japan still “buy on emotion and justify with logic”? Many business leaders hear the rule: peo...

Episode #381: The Two-Step Process When Selling In Japan

Why do strong sales conversations in Tokyo still end with “We’ll think about it”? If you’re selling to Japanes...

Episode #382: Selling To Sceptics On The Small Screen In Japan

Why are online sales calls still a problem for business development? Online meetings via Teams or Zoom are eff...

Episode #383: Being Convincing In Front Of The Buyer In Japan

Why do buyers today distrust salespeople — and what does that mean for your team? Modern buyers are cautious b...

Episode #384: Sardonic Humour, Sarcasm and Irony When Selling in Japan

Australian exporters often ask: “Why do our sales conversations feel smooth at home, but awkward or unproducti...

Episode #385: Body Language In Sales In Japan

Why does body language matter as much as what we say in sales meetings? Body language is a silent language tha...

Episode #386: Controlling Our Hour For The Sales Meeting In Japan

Are you getting only 30 minutes with a buyer—and feeling pressure to “pitch everything” at once? In Japan, sel...

Episode #387: How To Present Your Sales Materials To The Japanese Buyer

Japanese buyers often hesitate not because they dislike your solution, but because they feel a deep responsibi...

Episode #388: Confirming Your Understanding Of The Client Needs In Japan

Why do smart client conversations in Japan sometimes feel confusing? Even experienced salespeople and consulta...

Episode #389: AI And The Death Of Content Marketing

Why is content marketing (コンテンツマーケティング / content marketing) suddenly losing power in Japan and globally? AI-dr...

Episode #390: Sales Can Be Depressing In Japan

Why does a “bad run” in sales feel so brutal, especially in Tokyo? When you’re doing everything right—networki...

Episode #391 Stress Free Closing The Sale In Japan

Why do negotiations stall when a buyer cuts budgets or cancels training? Budget cuts and sudden cancellations ...

Episode #392: Preparing RFPs in Japan

Why do RFPs in Japan feel harder than elsewhere? In Japan, responding to an RFP (Request for Proposal) often f...

Episode #393: Missing The Real Needs When Selling In Japan

Why do long-term client pursuits suddenly stall, even when the relationship is strong? If you’ve chased a clie...

Episode #395: The Thrill Of The Hunt In Sales In Japan

In competitive markets like Tokyo (東京, Tokyo), sales teams can’t rely on one style alone. Leaders at 日本企業 (Jap...

Episode #396: No Zen Needed In Sales In Japan

Selling in Japan can feel like paradox: you’re expected to achieve results without looking like you’re “sellin...

Episode #397: Joe Biden Couldn’t Sell His Message And What About You?

Why do strong proposals fail at the final moment—especially in Japan? Even when a solution is objectively bett...

Episode #398: Elements Of Outstanding Customer Service In Japan - Part One

Customer service in Japan is widely admired, yet many leaders notice a gap: service can feel polite but impers...

Episode #399: Elements Of Outstanding Customer Service In Japan - Part Two

In Part One, we explored key foundations for excellent customer service. Now we continue with six practical el...

Episode #400: Elements Of Outstanding Customer Service In Japan - Part Three

Why do even experienced teams struggle to deliver “superior customer service” in Japan? In today’s Japan, cust...