Podcast

The Craziness Of Sales In Japan

Japan’s image as a sophisticated country with a solid, unique traditional culture is well placed. For examp...

Unlocking Value For Clients

It is seriously sad to be dumb. Nothing annoys me more than when I finally realise something that was so ob...

Selling As A Team

When we think of team selling, we imagine a room with the buyers on one side of the table and we are lined u...

Four Client Focus Areas For Salespeople

I was studying an online learning programme from Professor Scott Galloway, where he talked about Appealing T...

How To Sell from The Stage

Group crowdsourcing has been around since cave dweller days. Gathering a crowd of prospects and getting the...

That Sounds Pricey

Japanese salespeople should love to hear “that sounds pricey” from buyers. Why? Because they know that thi...

We Need More Formality OnLine When Selling To Japanese Buyers

Selling to a buyer in-person and selling to the same Japanese buyer online are worlds apart. Yet how many sa...

I Like It, It Sounds Really Good, But I Am Not Going To Buy It

You manage to get the appointment, which at the moment is seriously job well done. Trying to get hold of cl...

Bringing More Marketing Into Sales Calls

Salespeople have sales tools which often are not thoroughly thought through enough. These can be flyers, ca...

Nemawashi Is Gold When Selling In Japan

Shareholders put up their future security in the hope of increasing their returns and adding further to thei...

The Three Barbers Of Minato

Minato-ku or the “Port Area” is a central part of Tokyo, which used to be harbourside for goods being delive...

Create Reference Points For Clients

There is no doubt that the pandemic has made it very fraught to find new clients in Japan. The new variants...

Do You Have Enough Grey Hairs In The Sales Team?

Japan is a very hierarchical society. I am getting older, so I appreciate the respect for age and stage we ...

The Big Myth Of The Sales A Player

When we read commentary about how we should be recruiting A Players to boost our firm’s performance, this is...

Dealing With Bad News

If we try to hide the bad news for the buyer will that work? How long with it work for? Bernie Madoff died...

Why Selling To Japanese Buyers Is So Hard And What To Do About It

The buyer is King. This is a very common concept in modern Western economies. We construct our service app...

Confidence And Truth In Selling

Confidence sells. We all know this instinctively. If we meet a salesperson who seems doubtful about their ...

We Buy From People We Like And Trust

Buying from people we like and trust makes a lot of sense. Sometimes we have no choice and will hold our no...

Selling Through Micro Stories

Is selling telling or is it asking questions? Actually, it is both. The point though is to know what stori...

The Care Factor In Sales In Japan

Japanese salespeople really care about their clients. This is good, except when it isn’t and that is usuall...