Podcast

Episode #240: Nemawashi Is Gold When Selling In Japan

I hear some people say translating terms like “nemawashi” into English is difficult. Really? I always thou...

Episode #239: 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...

Episode #238: 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...

Episode #237: Do You Have Enough Grey Hairs In The Sales Team In Japan

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

Episode #236: The Big Myth of the Sales A Players

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

Episode #235: 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...

Episode #234: 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...

Episode #233: Confidence And Truth In Selling

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

Episode #232: 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...

Episode #231: Selling Through Telling Micro Stories

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

Episode #230: 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...

Episode #229: 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 ...

Episode #228: How To Sell On Clubhouse For The Japan Market

Japan is a complex market. Brash plugging of your wonder widget won’t work here. American style sales tech...

Episode #227: Selling Online Forever

What are the biggest problems for salespeople in the online sales world today? Cold calling would be number...

Episode #226: Handling Client Objections When Online

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our pr...

Episode #225: Buyers Remember Our Stories When We Are Selling

We do a great job on building trust with the client. We get permission to ask questions and away we go on t...

Episode #224: 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...

Episode #223: Cold Call Questioning Necessities

Suddenly my phone rang and the number was clearly from overseas, because of the country code. It was not a n...

Episode #222: Selling Before Meeting The Buyer

We all understand the importance of a brand. Brands are a short form description of long term reliability a...

Episode #221: 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...