Podcast

Handling Post Purchase Mistakes

Even the best laid plans go astray. The sale is done, the money is paid, and you’ve moved on—then delivery go...

Closing

The word “closing” can feel controversial because it sounds like the end of something, when in reality you’re...

Painting a Word Picture of Why They Should Buy Now

The sales cycle is a simple progression to get the client to the point of purchase: establish rapport and tru...

Four Powerful Japanese Mindsets For Sales

Sales is a battle—but not usually a battle with the buyer. The real war is inside your own head: imposter sy...

The Salesperson’s Time, Treasure and Talent

Sales is a rollercoaster. You can have a great month, then hit a wall—clients change their mind, supply chain...

Become A Master Of Handling Objections

Objections are good. That sounds a bit counterintuitive, because what we actually want is to land a deal and ...

Listening Skills

Listening is the most underrated sales skill because it reveals what the buyer is really thinking, not just w...

Our Solution Provision

The Five-Phase Sales Solution Cadence: Facts, Benefits, Applications, Evidence, Trial Close After you’ve aske...

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...