Podcast

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...

The Seven Lucky Stars Of Selling

Luck is the nexus of hard work and persistence. Salespeople need some luck, even if they have to create it ...

Selling Year In, Year Out (Part One)

Journeymen salespeople are starting another year of selling. Maybe their financial year is a calendar year ...

Gamification Makes Sales Role Play Fun

An ideal work week for salespeople would start everyday with sales role play with colleagues. When we do se...

Selling Year In, Year Out (Part Two)

In Part One, we talked about Jan Carlzon’s insights into the importance of consistent service being provide...

The Seven Bridges Of Sales

There is a process to sales. Amazingly, most salespeople don’t know what it is. They are either ignorant, ...

How To Deal with Major Misperceptions Buyers Have About Your Company

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards...

How To Deal With Major Misperceptions Buyers Have About Your Company

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards...

Do You Have An End To End Sales Process

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Fantasies, Folly, Mirages and Other Illusions of Salespeople

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Sell With Passion In Japan

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Sales Service Debacles Are The Boss’s Fault

Generally speaking, we mainly have failures of follow up in B2B sales. The conduct of the sale’s meeting is...

Group Selling Is Not For The Faint Hearted

Most of the time in Japan, I attend client meetings alone. This is not how the Japanese do it. The Preside...

Where Do Presentations Go Off The Rails?

You see it. The presenter publicly self-immolates. They might butcher the start, get lost in the weeds of t...

Sell with Passion

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Joe Hart, Global President Dale Carnegie & Associates

Previously Joe was President Asset Health, President at Info Ally, Development Director Taubman, and as a la...