Podcast

Episode #66: In Sales Don't Soldier On Sick

We are experiencing the highest outbreak of influenza in Japan this year. The winter daytime temperatures ha...

Episode #121: Presentations Visuals Mastery Part two

Here we are back with Part Two of the exciting journey into how to use visuals when presenting. Given how s...

Episode #65: Sale's Case Studies

Getting client cooperation to create sale’s case studies in Japan is tough. Japanese companies are very care...

Episode #120: Presentation Visuals Mastery Part One

Today we are going to look at the proper use of visuals when we are presenting. Many people ask us at Dale ...

Episode #119 Um, Um, Um, Er, I, Um, Ah, Um

My former colleague was a notorious “ummer” and “ahher”. “Um, I, um, would, um, like to um, say um, thank yo...

Episode #64: Story San, We'll Think About It

In Japan, this “We’ll think about it” response is often the result at the second meeting with the client. In...

Episode #118: Naomi Osaka's Public Speaking Lessons

Congratulations to tennis star Naomi Osaka for winning the Australian open and rising to Number One ranking ...

Episode #117: How To Handle Killer Questions From Your Audience

We have probably all been on the receiving end of it or have been a witness to it. The presentation is compl...

Episode #63: Admitting Wrong In Customer Service

Sometimes things go wrong. Mistakes are made, errors pop up, best laid plans are laid low. Stuff happens. Ho...

Episode #62: Don't Blow The Solution Presentation To The Buyer

Finding clients is an art and so is building trust and credibility that you can help them solve their busine...

Episode #116: Be Fearless. Become A Considered Self Promoter To Grow Your Business

I am infamous in Tokyo. I always ask the first question of the speaker at an event. “Oh Greg, you always as...

Episode #61: Widen That Buyer Gap Or Else

Having a buying need and doing something about it can often be quite disparate ideas. There are many things ...

Episode #60: Handling Buyer Objections

None of us like to hear “no”. We are raised with this word from our parents and we didn’t like getting it th...

Episode #115: The Impromptu Talk

If you are called upon at an internal meeting with the big bosses, or during an external public event, to su...

Episode #59: Buyers Please Object

Buyers should buy and not quibble, hesitate or question. That at least is what salespeople hope for. That ma...

Episode #114: One Of Your Most Vital Presentations

Usually when we hear the term “presentation”, we think of a public arena, a big crowd and a lot of formality...

Episode #58: Stop Cutting Corners

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work...

Episode #113: Firing Up An Audience

Whenever I am in the USA, I love watching the different television preachers in action. I am not looking fo...

Episode #57: How To End The Year Strong

Salespeople work to certain rhythms. One of the negative rhythms is to ease off as we get close to the end o...

Episode #112: The Japan Gap Between Speaker And Audience Is Still Vast

Lawyers in Japan are an elite group. Senior lawyers are the elite of the super elite. When I landed in Tok...