Thought Leadership

Where Are You in Your Presentation

When we are presenting, we can be mentally separating out personal selves from the content of the talk. There...

What Pro Public Speakers Do

When you see someone do a very good presentation, your faith in public speaking humanity is restored. There a...

Chasing Buyer “No” Replies

Everyone hates to be rejected, but not many people have this as a fundamental aspect of their work. We ask co...

The Art of the Possible

“We all have possibilities we don’t know about. We can do things we don’t even dream we can do”. This quote ...

Differentiate Or Continue To Suffer

Education can be a barrier to intelligence sometimes. This is often the case with people educated in very har...

Self Delusion Has No Place In The Sales World

Sales is one of the few things in business you can measure accurately and immediately.  Are you getting greate...

More Power To The Positive

Yes, but often we don’t. There are few things we can be 100% in control of and our attitude would have to rank...

Don’t Pitch

Stony motherless silence unleavened by a stony face. That was the reaction to my questions from this first Ja...

Presenters, Lose the Vice Like Grip on The Rostrum

Good posture never goes out of fashion. Standing up straight shows confidence, allows good breath control and...

The Persuasive Leader

A friend of mine was lamenting that he had not taken the time to complete our High Impact Presentations Course...

Close That Sale

You would think that asking for the order would be the simplest thing in a sales job. Not the case here in Ja...

Two Dimensions Needed When Presenting

When you hear an excellent presentation, it is easy to be well satisfied. When you are giving such a presenta...

Stickability Needed

Japanese language has lots of insightful sayings and “mikka bozu” or only lasting as a priest for three days i...

We Buy Benefits Not Features

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan. ...

Ask Don't tell

In the West, we have all been trained in consultative selling for many decades. The buyers are used to salespe...

Develop Persuasion Power

Being persuasive is not down to luck or accident, it is the result of good planning and execution. This is the...

Where are We Going

New Financial Years, new calendar years, new starts or not? We religiously muscle up and set our resolutions ...

You Don't Need To sell From Stage

The organisers of public presentations are usually not very happy for the presenter to start flogging their co...

Business Saboteurs

It sounds quite obvious not to hire people who are dangerous. The problem is people can have a nice resume, c...

The Stress Of Sales

When we are under stress our concentration and productivity levels are much lower than normal. Sales has to b...