Podcast

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...

Building Customer Loyalty

Why trust is the ultimate driver of long-term sales success in Japan Salespeople everywhere know that trust ...

Japan Doesn’t Change in Sales

Why Western sales revolutions haven’t reshaped Japanese selling practices Sales gurus often argue that “sale...

How to Own the Sales Transition Zone

Why mastering client conversations in Japan defines long-term sales success When salespeople meet new client...

Don’t Say “No” For The Client

At the age of sixteen, I was wandering around the streets of a lower working class area in the suburbs of Br...

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...