Podcast

The Sales Questioning Model

Sales meetings go off the rails when the seller has no structure and just “follows their muse,” wings it, or ...

Shoshin: The Beginner’s Mind

Sales gets messy when you’re tired, under quota pressure, and repeating the same motions without improving. S...

The Buyer’s Gap

Clients don’t need to do anything — and that’s the brutal truth every salesperson meets early. If a buyer ca...

The Client Needs Analysis Process

In the last episode we looked at uncovering any buyer misperceptions about our organisation and then dealing...

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...

Dealing With Misperceptions

Business is brutal and sometimes clients receive incorrect information about your company from competitors, ...

Designing Qualifying Questions Our Agenda Statement

Sales success isn’t about “brilliant improvisation” in the meeting—it’s about having a flexible structure yo...

Building Our Credibility Statement

Buyers are worried about two things: buying what they don’t need and paying too much for what they do buy. U...

Our Pre-Approach in Sales

Most salespeople don’t lose deals in the meeting—they lose them before the meeting, by turning up under-prep...

Our Personal Sales KPIs

If sales feels random, it’s usually because we’re measuring “effort” instead of measuring the activities tha...

Robert Heldt interviewing Dr. Greg Story President, Dale Carnegie Tokyo Training for the ASIA AIM podcast

Relationships come before proposals; kokoro-gamae signals intent long before a contract. Nemawashi wins unse...

Sales Attitude, Image and Credibility

Intro — why this matters now: Sales has always been a mindset game, but as of 2025, credibility is audited i...

Don’t Sell The Prez

Why “top-down” selling backfires in Japan’s big companies — and what to do instead. Is meeting the Presiden...

Honing Our Unique Selling Proposition

If your buyer can swap you out without pain, you don’t have a USP — you have a pricing problem. In crowded m...

How To Get Better Results

We’ve all had those weeks where the pipeline, the budget, and the inbox gang up on us. Here’s a quick, visua...

How To Build Strong Relationships With Our Buyers (Part Three)

Trust isn’t a “soft” metric—it’s the conversion engine. Buyers don’t buy products first; they buy us, then t...

How To Build Strong Relationships With Buyers (Part Two)

Sales rises or falls on trust. As of 2025—post-pandemic, hybrid, and time-poor—buyers have less patience for ...

How to Build a Strong Relationship with Our Buyers

Why trust, empathy, and human relations remain the foundation of sales success in Japan Hunting for new clie...

Revising Our Unique Selling Proposition

Why Japanese buyers demand sharper differentiation in today’s competitive market Many companies thought that...

Why You Need a Sales Cycle

How a structured roadmap transforms sales performance in Japan At the centre of every sale is the customer r...